Agenda

2019 Executive Forum

The Executive Forum agenda will ultimately feature a roster of 35+ cross-industry Revenue, Sales and Operations leaders across a comprehensive mixed-format of keynotes, focus sessions, executive panels, think tank roundtables, and networking events. Our focus continues to be solely on key topics, strategies/models and initiatives that matter to growth executives. Below is a glimpse of early roster confirmations…we’ll continue to add to this leadership mix in the next 1 to 2 months.

Day 1 — November 13th

8:30-11:00 am Interactive Panels
Energize ALL the Elements of Customer Coverage
Judy Buchholz, General Manager, Strategy & Solutions – IBM Global Markets
Scott Gifis, President – AdRoll
World class coverage today means customer touching resources need a common playbook…one that harmonizes activities that put the customer first. How do the marketing, sales and service functions collaborate on planning, execution and assessment to make world class coverage a reality? Join us for a facilitated panel of practitioners from each function for a practical discussion of how they put the customer first and turf last.

Build Marketing and Service Functions that Deliver Results
Brenda Dennis, VP, Customer & Partner Services Americas Regional Operations – Cisco
Dr. Patrick Hogan, VP, Commercial Excellence – Honeywell
Sophia Kim, Chief Revenue Officer – Centauri Health Solutions
Marketing and service functions are moving into the customer contact world…and are aligning with sales in how they’re measured, goaled and paid. This panel discussion will explore how these functions are increasingly accountable for customer outcomes and revenue-based results.

Compensation and Goals in the World of Customer Long-Term Value
Greg Nesbitt, VP, Global High Frequency – FUJIFILM VisualSonics
Karen Thomas, EVP, Americas Region – Teradata
When selling activities depend on team performance to maximize value to the customer, how are approaches to measurement and sales compensation changing to motivate the right behaviors and results? This lively panel discussion will explore how sales performance management is evolving to bring sellers and sales managers into alignment with new customer expectations.

11:00 am–5:00 pm Golf Tournament
11:30 am–1:00 pm Luncheon Keynote Panel: Culture Eats Strategy for Lunch
Eric Danetz, Global Chief Revenue Officer – AccuWeather
John Hanna, Chief Commercial Officer – Veracyte
Sal Patalano, Recent Chief Revenue Officer – Lenovo Software
Brendan Reid, SVP, Global Head of Marketing – Ceridian
2:00–4:00 pm Executive Panels
Sales CTO: Prioritizing Investments for Engagement & Enablement
Gus Blanchard, SVP, Sales – ADP – Global Enterprise Sales
Brandon Sweeney, SVP, WW Commercial, Dell & Partner Sales – VMware
How can tools (think digital, AI) enable sellers to engage earlier and deeper with their customers? What should the investment priorities be to accomplish this? To what extent must the revenue leader team with the CTO to make this vision a reality? Join us for a panel comprised of sales and technology leaders to get insights into these three critical questions.

Does Digital Transform the Role of Sales Ops?
Deborah Jarvis, Global Head of Sales Operations & Compensation – HP
Shawn Lewis, SVP, Sales Operations & Effectiveness – Change HealthCare
From envisioning what digital can do, to building and implementing digital capability, the role of sales ops has gone from important to critical. What kind of sales ops leadership, talent and capability is needed to inhabit this role? This panel will explore first-hand points of view from leading practitioners across industries.

Harmonize the Overlapping Charter of Marketing and Sales
Kate Ahlering, SVP, Sales – Glassdoor
Beth-Ann Roberts, SVP, Commercial Business – Harvard Pilgrim Health Care
BJ Schaknowski, Chief Sales & Marketing Officer – Vertafore
The overlap between sales and marketing is growing. Customers at the center of this. This can either cause internal friction…or create an opportunity for functional harmony and increased customer value. How can sales and marketing create a common destiny? Is this an organizational issue…must sales and marketing come under a common leader? Or, can planning and operational practices be leveraged to drive teamwork and leverage expertise? Hear from revenue leaders with experience in both approaches.

5:30–6:30 pm Keynote: Take Command of the Revenue Equation
Speaker TBA

Day 2 — November 14th

8:00–9:00 am Keynote: Accelerate Growth in a Customer-Centric World
Rajat Mishra, SVP, Customer Experience Strategy, Portfolio & Partners – Cisco
9:00–10:00 am Keynote: Executive Lens: Impact of Digital on Culture
Speaker TBA
10:00 am–12:20 pm Focus Sessions
Build B2C Capability in the B2B World

Competitive Advantage Through a New Talent Equation

Transformation: From Sales to Revenue Leadership
Tim McCarthy, VP, Web Division Americas – Akamai Technologies

It’s Not About Tools; It’s About the Mission
Lori Tierney, VP, Commercial Operations, NA – Johnson & Johnson MD&D

12:30–2:00 pm Presidential Panel: Build a Revenue Ecosystem to Manage All Growth Multipliers
Kevin Gentzel, President Marketing Solutions & CRO – Gannett | USA TODAY NETWORK
Anshu Mehrotra, Group President, Global Industrial Platform – ITW Welding
2:00–3:30 pm Interactive Think Tanks
Interlocking Sales & Customer Success: Create Shared Destiny
Agility: How Digital Enables More Fluid & Effective Coverage
Martin Osborn, Head of U.S. Commercial Operations – Medtronic Surgical Innovations
A Big Transformation: From Sales to Revenue Ops
Reimagine Sales, Marketing & Service
Tools & Investments: Realizing the Promise
Customer-Centric Culture & Digital Workforce Transformation
Pat Quigley, VP of IT – Team Member Experience – Dell
Robert Ruelas, VP End User Computing, Americas – VMware
4:00–5:00 pm Keynote: Rethinking Coverage & Revenue Motions for the Digital Era
Beth Ann Vaughn, VP, WW SaaS Sales & GTM Transformation – IBM
Transitioning into the recurring revenue model requires companies to develop new muscles, new instincts, new ways of thinking and acting. Clients are looking for products and solutions as well as a superior experience when using that product or service. This shift is requiring companies to instrument their solutions and build tools, talent and coverage that focus on their experience data as much as they do their operational data. Winning companies must always be listening, responding and adapting in order to compete in the as-a-Service economy.

Day 3 — November 15th

9:00–10:00 am Keynote: A C-Suite Perspective: What’s Next for Revenue Leadership?
Speaker TBA
10:00–11:00 am Keynote Panel: Harness the Levers of Growth in 2020
Gary Davis, Chief Consumer Security Evangelist – McAfee
Alok Maskara, Chief Executive Officer – Luxfer
Nicolas Sennegon, EVP, Chief Commercial Officer – The Economist Group
John Zehren, Chief Commercial Officer – Endologix

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