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We’re quite proud the Operations Forum has sold out early in consecutive years and become a must-attend for Revenue, Sales and Commercial Operations leaders.

In consideration of the safety of our executive attendees, speakers and stakeholders, we’re shifting participation in this high-value event to a digital setting – at no charge.

Now, you and your management teams can enjoy impactful stories, insights, tactics and actionable takeaways through a multi-format agenda across several weeks.

Test your thinking, brainstorm solutions to rapidly changing key leadership and operational challenges, and engage with your peers. All conveniently from your home office or other location.

Join us and sign up today!

Who Should Attend?

Revenue Operations
Sales & Commercial Operations
Sales & Marketing
Customer Experience & Success
Sales Enablement

Operations Forum - Virtual Event Agenda - The Alexander Group, Inc.

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JUNE 10

3:30 pm ET Video Release

Keynote
Has COVID-19 Changed Traditional Sales Models Forever?

Speaker: Rich Fabian, President & COO, FUJIFILM SonoSite

Air travel is often defined as pre- or post- 9/11. A watershed moment can shake up the status quo. What if COVID-19 is one of these moments – and you might not even know it?

What does the future (post COVID-19) look like for sales and sales operations? They say that Necessity is the Mother of Invention. If that’s true, we have the opportunity to redefine how we interact with our customers from this point forward.

All trade shows have been canceled, yet digital marketing is filling the gap. Account managers are not permitted on customer premises, but technologies such as Zoom and Skype enable virtual face to face meetings and in-depth demos. This streamlined approach to coverage, enabled by technology, is here to stay. The question is, how does it fit with the need to connect…with each other and with customers…on a personal level?

Join FUJIFILM SonoSite’s president & COO to explore how the company is managing the COVID-19 challenge…and finding the balance between technology and the “personal touch” in delivering value to customers.

JUNE 17

1:00-1:30 pm ET

Fireside Chat Interview
Has COVID-19 Changed Traditional Sales Models Forever?

Speaker: Rich Fabian, President & COO, FUJIFILM SonoSite

1:30-2:30 pm ET

Think Tank Roundtable
24×7 Implications & Ops-Driven Actions

When done right, Revenue Operations converts strategy into execution, enables the sales force, monitors business performance, and almost anything else required to keep customer-facing resources “on track.” The pressure of 24×7 customers who expect access and expertise on their terms and schedule only adds to the importance of this charter. How should vendors respond to this reality? What investments are needed? What capabilities have to be developed? What actions can operations teams take to meet the needs of 24×7 customers before, during and after the sale?

3:00-4:00 pm ET Think Tank Roundtable
24×7 Implications & Ops-Driven Actions (repeat)
3:30 pm ET Video Release

Keynote
How the 24×7 Customer Disrupted an Industry: Lessons From a Market Leader

Speaker: Jeff Moss, Executive Vice President & Chief Commercial Officer – Dematic

Department store sales fell 24% between 2013 and 2018. The COVID-19 pandemic has led to skyrocketed growth in e-commerce, seemingly overnight. Same day or next day delivery has become a baseline expectation. The ”rules of the game” have changed. And continue to change.

The rapid evolution of customer needs and habits has disrupted the retail and logistics industries in ways never imagined.

Learn how Dematic, a leader in intelligent warehousing solutions, has responded to this phenomenon and the keys to its success.

JUNE 18

11:30 am-12:30 pm ET

Think Tank Roundtable
Short- & Long-Term Talent Approaches & Solutions

Attracting and retaining the right talent is a challenge that existed before the pandemic. Having the right combination of skills and competencies will become more crucial as the transition to virtual selling and new forms of customer engagement – accelerate. Revenue operations plays an important role in harnessing the lessons of managing in turbulent times and applying them for improved talent management moving forward. What have companies done to retain their best talent in the current environment? What strategies are they pursuing to acquire the right skills and capabilities for the future? What actions should operations teams be taking today to prepare for a return to growth?

1:00-2:00 pm ET

Think Tank Roundtable
Short- & Long-Term Talent Approaches & Solutions (repeat)

2:30-3:30 pm ET

Think Tank Roundtable
Mobilizing Inside Sales – A New Normal

Overnight, organizations transformed their entire sales team into “inside sales.” The initial results for many are quite promising: faster customer response time, higher outreach volumes, and lower transactions costs. With emerging proof that it’s possible to deliver value virtually, will all or part of the insides sales model “stick” for the second half of the year and beyond? Which segments and customer types are best served? What tools and metrics should be put in place? What are the lessons in, and advantages of, quickly mobilizing and sustaining a high performing inside sales team as a critical component of your go-to-customer model?

JUNE 23

3:30 pm ET Video Release

Panel Discussion
Pre-Forum Priorities Survey: Leadership Panel Discussion

Gary Tubridy will be sharing the results of the 2020 Operations Forum Attendee Survey as part of an executive leadership panel.

Executive Panelists:
– Nick Johnson, VP, Head of Ad Sales – McClatchy
– Greg Nesbitt, VP, Global High Frequency – FUJIFILM VisualSonics
– Katherine Tate, Chief Business Operations Officer – Quest Software

JUNE 24

1:00-1:30 pm ET

Fireside Chat Interview
How the 24×7 Customer Disrupted an Industry: Lessons From a Market Leader

Speaker: Jeff Moss, Executive Vice President & Chief Commercial Officer – Dematic

1:30-2:30 pm ET

Think Tank Roundtable
The Ops Role in Accelerating Digital Change Today

The role of digital in delivering 24×7 value to customers was already on the rise. With COVID-19, the digital profile just accelerated. How are companies harnessing digital to deliver even more value, both externally to customers, as well as internally to commercial teams? How are best-in-class operations executives directing this sudden transformation given their charter to deploy the right tools, automate processes and champion strategic change? Join us to explore these questions and the approaches operations leaders are using to prioritize investments, gain funding and evangelize new ways of doing business.

3:00-4:00 pm ET

Think Tank Roundtable
The Ops Role in Accelerating Digital Change Today (repeat)

JUNE 25

11:30 am – 12:30 pm ET

Think Tank Roundtable
The New Metrics & Sales Comp Reality

COVID-19 is creating challenges for sales compensation plans. Alexander Group’s 2020 Compensation and Quota Survey results indicate that more than 82% of companies plan to provide pay adjustments for sellers such as guarantees, quota adjustments and formula changes. Should sales leaders consider changing performance measures, too? Has the mission of the sales department changed? Performance measures are the “soul” of the sales compensation plan. Moving forward, should sales leaders contemplate alternative performance measures such as customer value, economic impact, sales progression and others? Hear the latest findings and thinking about the role of performance measures in sales compensation plans.

1:00-2:00 pm ET

Think Tank Roundtable
The New Metrics & Sales Comp Reality (repeat)

2:30-3:30 pm ET

Think Tank Roundtable
Mobilizing Inside Sales – A New Normal (repeat)

Overnight, organizations transformed their entire sales team into “inside sales.” The initial results for many are quite promising: faster customer response time, higher outreach volumes, and lower transactions costs. With emerging proof that it’s possible to deliver value virtually, will all or part of the insides sales model “stick” for the second half of the year and beyond? Which segments and customer types are best served? What tools and metrics should be put in place? What are the lessons in, and advantages of, quickly mobilizing and sustaining a high performing inside sales team as a critical component of your go-to-customer model?

JULY 8

3:30 pm ET Video Release

Keynote
Making Success Part of the Customer Experience at Microsoft

Speaker: Tammi Warfield, GM Customer Success, Americas – Microsoft

As 24X7 customers are quick to point out, they have choices. Abundant choice drives a new growth paradigm. Growth is no longer a function of chasing sales goals. It can be achieved, and sustained, by helping customers reach theirs.

Join us for this important keynote to explore how Microsoft has built the culture and innovative capability to deliver success by partnering with customers on their journey to help them achieve their mission.

JULY 15

1:00-1:30 pm ET

Fireside Chat Interview
Making Success Part of the Customer Experience at Microsoft

Speaker: Tammi Warfield, GM Customer Success, Americas – Microsoft

1:30-2:30 pm ET

Think Tank Roundtable
Unifying Sales, Marketing & Service for Round the Clock Customer Success

Today’s customers judge vendors and partners based on both value and experience. Winning depends on a seamless interaction between traditional Sales, Marketing and Service silos. What are companies doing to tear down the silos and construct a seamless ecosystem that puts customer experience ahead of internal politics? What changes to culture, structure and systems are required to build this unified ecosystem? What does it take to sustain it? In this session we’ll explore the keys and requirements to driving 24×7 customer success across functional teams.

3:00-4:00 pm ET

Think Tank Roundtable
Unifying Sales, Marketing & Service for Round the Clock Customer Success (repeat)

JULY 16

11:30 am-12:30 pm ET

Think Tank Roundtable
New Metrics & Sales Comp Reality (repeat)

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