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

8:00-9:00 am Breakfast
9:00-11:00 am Interactive Panels
Energize ALL the Elements of Customer Coverage
Brian Brichford, SVP & GM, US End User Sales – HP
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
Somesh Nayana, Senior Vice President – Kony
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
Anna Reszetylo, Chief Commercial Officer – Resideo (Honeywell Home)
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
Lana Lee, Global Head of Sales Operations – U4B – Uber
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, Worldwide Sales – Glassdoor
Didi Dayton, Partner – Wing
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: A Transformation of Consequence
Jon Steinlauf, Chief U.S. Advertising Sales Officer – Discovery
Change is a given in most industries. No industry is transforming faster than Media. Where there is change, however, there is also opportunity. Learn how Discovery, Inc. used a blockbuster merger to unlock new value for its clients and create a dynamic new sales culture through the power of a Chief US Advertising Sales Officer’s vision and guidance.
6:30–8:30 pm Opening Night Reception

Day 2 — November 14th

7:00–8:00 am Breakfast
8:00–9:00 am Keynote: Why We Are Driving Customer Experience (CX) at Cisco
Rajat Mishra, SVP, Customer Experience Strategy, Portfolio & Partners – Cisco
Join us for this keynote session that will explore how Cisco is harmonizing sales and service motions to make the customer journey a unique competitive differentiator. Hear What CX means to Cisco; Why Cisco invested in CX; and What Cisco learned from customers and partners. Cisco’s mission is to harmonize sales and service to transform how customers experience products and services, and how to deliver the results that matter most to forge loyal, lasting customers in the process.
9:00–10:00 am Keynote: A New Culture to Unlock the Power of Digital
Jay Barrows, Chief Commercial Officer – GE Healthcare, Enterprise Digital Solutions
Digital enables many things…improved service and enhanced customer delight, keener insight into performance, better connectivity across functions to name a few. Digital technology is the enabler; providing you ALSO have the right mindset and culture that embraces and rewards self-inspection, collaboration and accountability. True cross functional customer mastery and intimacy is the fuel that drives a world class commercial engine. Today’s revenue leader has a cultural transformation mandate. Join Jay Barrows for an exploration of what GE Healthcare is doing to build and nurture a vibrant customer-centric culture that harnesses the true power of digital technology.
10:00 am–12:20 pm Focus Sessions
Build B2C Capability in the B2B World

When Products Collide: Integrating & Selling New Digital Solutions with Legacy Products
Rob Wilk, VP, Global Strategic Sales – Microsoft

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 Growth Multipliers
Kevin Gentzel, President Marketing Solutions & CRO – Gannett | USA TODAY NETWORK
Anshu Mehrotra, Group President, Global Industrial Platform – ITW Welding
John Skowronski, President, Sales & Operations, N.A. – STANLEY Security / Black & Decker
2:00–3:30 pm Interactive Think Tanks
Interlocking Sales & Customer Success: Create Shared Destiny
Bruce Dahlgren, Former: SVP & GM – Hewlett-Packard & CRO – Kony

Agility: How Digital Enables More Fluid & Effective Coverage
Martin Osborn, Recent Head of U.S. Commercial Operations – Medtronic Surgical Innovations

A Big Transformation: From Sales to Revenue Ops

Reimagine Sales, Marketing & Service
Kalina Nikolova, VP, Business Operations & Strategy – Verizon Media

Tools & Investments: Realizing the Promise
Adam Moser, Head of Ad Tech & Platform Operations – Hulu
Steven Takeuchi, Head of Sales Operations – Hulu

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.
7:00–9:00 pm Networking Reception

Day 3 — November 15th

8:00–9:00 am Breakfast
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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