Alexander Group’s 2017 Annual Forum

Agenda

November 8th

10:00-5:00pm Forum Registration
12:00-5:00pm Golf Tournament
8:30-11:00am Interactive Briefings
Consequential Leadership
The critical role of the sales executive as an agent of transformation in the “era of the empowered customer”.
Hallmarks of Today’s High Performance Sales Organization
Where top sales organizations are investing time and funds to support growth ambitions in multiple revenue segments.
Sales Operations & Sales Enablement: Defining the Partnership
What Sales Ops functions are doing to sharpen the skills, expand the capabilities and increase the impact of sales organizations in the “age of the customer”.
11:30-1:45pm Lunch & Keynote
Driving New Customer Value With Seamless Healthcare Solutions
Join us as we kick-off the Annual Forum with our first featured executive speaker from Philips North America. This keynote address will be briefly prefaced by a preview of early findings and growth strategies from the 2018 Sales Pulse Survey.
Keynote Speaker:
Joe Robinson, Senior Vice President, Health Systems Solutions – Philips North America
2:00-4:00pm Executive Panels
Reaching New Buyers: Panel Discussion
New buyers are emerging in just about every industry. What must the sales organization do to identify, reach and influence buyers who care more about business impact than price? Explore how sales organizations are preparing and deploying the talent needed to both sell and deliver business impact to customers…effectively.
Harnessing the Digital Sales Phenomenon
Explore how companies are harnessing digital sales to better serve customers in all segments before, during and after the sale. Discussion will include where digital sales is making an impact and how such organizations are being built, expanded and transformed.
Leveraging Sales Enablement in the Go-To-Customer Era
This panel will examine actions companies are taking to build out a high impact sales enablement capability. Emphasis will be on discussing objectives, strategies, challenges, and outcomes of Sales Enablement and how these relate to Sales Operations.
5:30-6:30pm Keynote
Leading a Transformation of Consequence
Product-centric marketing and sales motions miss the growth opportunity defined by customers who seek results, by many accounts the largest and fastest growing segment. Some revenue leaders are moving to seize this growth opportunity. Hear how the Condé Nast leadership team is aligning marketing and sales resources to package and deliver customer value and change the competitive landscape in his industry.
Keynote Speaker:
Jim Norton, Chief Business Officer & President of Revenue – Condé Nast
Hear a preview of Jim Norton’s session in this podcast
6:30-8:30pm Opening Night Reception

November 9th

7:00-8:00am Group Breakfast
8:00-8:50am Keynote
Unlocking Value By Listening to Customers
The mandate for Sales in the era of “empowered customers” is both clear and critical. Reach and influence new buyers, serve their interests and help them succeed.
Learn how customers gain deeper insight into what they really need and how they are deploying game-changing new capabilities to transform the Sales function into a “success engine” for the customers they serve.

Keynote Speaker:
Brian Marlier, Senior Vice President, Global Architectures & Enterprise Transformation – Cisco
8:50-9:40am Keynote
Building the Revenue Growth Engine
Learn how GE is transforming from an Industrial to a Digital Industrial company. By driving a global digital sales transformation, GE is reinventing itself as a new value delivery engine for its customers. Discover how GE is transforming the sales experience by leveraging new digital technologies to improve deal win rates, enhance collaboration across division and functional boundaries, and deliver deeper insights to sellers in order to transform the customer experience, and deliver outcomes for customers.
Keynote Speaker:
Cate Gutowski, Vice President, Commercial Digital Thread – GE Digital
10:00-11:00am Focus Sessions 1
Session A: Put Resources and Decision-Making Closer to the Customer
Hear how Schneider Electric pushed resources out of HQ and into the regions to create a more agile sales organization…better able to serve the needs of different customers in multiple revenue segments.
Session Speaker:
Susan Uthayakumar, Vice President, National Sales, U.S. & Canada – Schneider Electric
Session B: Challenge Marketing and Sales to Make 1 + 1 = 3
No more silos. Hear how Lenovo Software created a sales and marketing ecosystem that encourages out-of-the-box thinking and over the top results.
Session Speaker:
Sal Patalano, Chief Revenue Officer – Lenovo Software
Session C: Sales and Service Fusion
Discover how Sales works more closely with Service to fuse high impact messages with post implementation customer care to create customer success and loyalty.
Session D: Harnessing Digital Sales
From pipeline management to key account penetration/service to SMB coverage, find out how one company is using digital sales technology to align customer-facing resources and deliver more value to more customers at a cost the even the CFO will love.
11:20-12:20pm Focus Sessions 2
Session A: Put Resources and Decision-Making Closer to the Customer
Hear how Schneider Electric pushed resources out of HQ and into the regions to create a more agile sales organization…better able to serve the needs of different customers in multiple revenue segments.
Session Speaker:
Susan Uthayakumar, Vice President, National Sales, U.S. & Canada – Schneider Electric
Session B: Challenge Marketing and Sales to Make 1 + 1 = 3
No more silos. Hear how Lenovo Software created a sales and marketing ecosystem that encourages out-of-the-box thinking and over the top results.
Session Speaker:
Sal Patalano, Chief Revenue Officer – Lenovo Software
Session C: Sales and Service Fusion
Discover how Sales works more closely with Service to fuse high impact messages with post implementation customer care to create customer success and loyalty.
Session D: Harnessing Digital Sales
From pipeline management to key account penetration/service to SMB coverage, find out how one company is using digital sales technology to align customer-facing resources and deliver more value to more customers at a cost the even the CFO will love.
12:30-2:10pm Keynote Luncheon
Simply Brilliant: How Great Organizations Do Ordinary Things in Extraordinary Ways
From his book of this same title, Bill Taylor, talks about how to pinpoint opportunities for breakaway performance. He will hone in on specific wisdoms from Sales and Marketing executives and provide additional insights that didn’t make it into the book.
Keynote Speaker:
Bill Taylor, Best Selling Author and Founder of Fast Company Magazine
Hear a preview of Bill Taylor’s session in this podcast
2:10-3:40pm Roundtable
Roundtables will explore the new role for sales in each aspect of building go-to-customer strategy…pick 1 session.
1. The Emerging Revenue Leader
Discover how sales leaders interact productively with their colleagues in the C–S to build a sustainable revenue growth engine.
2. Sales Operations Transforms Market Segments to Revenue Segments
Sometimes teamed with Marketing, Sales Ops builds the skills to find, size and target growth opportunity in under-served markets and customers.
3. Harnessing Digital Sales
Get the most out of digital sales assets to both grow current accounts and tap under-served segments.
4. Sales Enablement in the Age of Tectonic Change
Roundtable Speaker: Kunal Mehta, Senior Director, Enablement & Education – Infoblox
Learn how companies build robust capability to deliver value through Sales amidst tectonic changes in technology, competitors and customers.
5. Delivering Customer Success
Explore the emergence of the Service function as a full-fledged partner with Marketing and Sales.
4:00-4:50pm Keynote
A New Role for Sales Leadership in the Go-to-Customer Era
Customers are the source of value, and Sales is responsible for both mining it AND delivering this value. Today’s sales organizations are leading the impact game, and have become both tactically AND strategically critical. Discover how sales leadership transformed to do both, and brought the rest of the organization along for the ride.
Keynote Speaker:
Chris Toth, President, Oncology Systems America – Varian Medical Systems
7:00-9:00pm Networking Reception

November 10th

8:00-9:00am Group Breakfast
9:00-10:50am Keynote Panel & Executive Think-Tank Roundtables
Courage to Change
The wrap up of this year’s event will help you put the great ideas you have gathered during the Forum into action and plan integration with practical takeaways. Together we will examine the strategies and tools that sales leadership can leverage to build an organizational commitment to change that is essential to successful transformation. This morning will feature insight into:
• Engaging general management and peers in finance and marketing
• Learning from sellers and customers
• Articulating quantitative and qualitative business objectives
• Building a change friendly cultureThis joint session will be divided delivered into three parts:
1. Keynote Panelists. Senior executives from different industries will describe transformation challenges they faced and strategies they used to address them
2. Fireside Chat: Panelists will reveal in-depth experiences and examples in a facilitated discussion
3. Interactive Roundtables: Audience will divide into teams to brainstorm change management issues while engaging the panel with interactive Q&A
Keynote Speakers:
Warren Stone, Senior Vice President, Research & Applied Solutions – North America MilliporeSigma
Paul Mountford, Chief Sales Officer & Senior Vice President – Riverbed Technology
10:50-11:00am Close of Conference