Alexander Group's 2017 Operations Forum

Agenda

Tuesday, June 13, 2017

Welcome Networking Reception (5:00 pm – 6:00 pm)

Opening Keynote Dinner (6:00 pm – 7:40 pm)

How Sales Ops Enables the Go-To-Customer Mandate
Featuring a case study in how a transformed Sales Operations function expertly guides sellers to new buyers armed with the resources needed to win the competitive battle.

Keynote Panel Discussion (7:40 pm – 8:25 pm)

Networking Reception (8:25 pm – 9:00 pm)

 

Wednesday, June 14, 2017

Group Breakfast (8:00 am – 9:00 am)

Briefings & Panel Discussions (9:00 am – 10:00 am)

The Role of Sales Operations in Connecting Strategy with Tactics
The world of sales is changing. In a briefing/practitioner panel format, explore how Sales Ops is becoming the glue that connects Sales and Marketing in a new customer oriented ecosystem where buyers are shifting and demands for value are increasing. Discuss the role of Sales Operations in discovering untapped potential and aligning the resources to leverage it.

What is Sales Enablement?
Explore where leading sales organizations placing their bets to meet aggressive growth objectives and drive new customer-centric programs. Briefing will also provide insight into the latest resource investment trends.
Lisa Contini, Worldwide Head of Sales Enablement – Palo Alto Networks
Mark Marin, Area Vice President, Sales Enablement – Quad Graphics

Keynotes (10:15 am – 12:15 pm)

Harnessing the Power of Data-Driven Decision Making
Using new sources of market, account and buyer data to target the right selling resources to the right opportunities . . .all in an era when decisions are influenced more by outcomes than relationships.
Juli Clark, Senior Vice President, Global Renewals & Customer Retention – Veritas

Rethinking the Sales Operations Tool Kit: A Holistic Architecture
Building a Sales Operations function with the capability to super-charge productivity when growth expectations are high and spending appetite is limited.
Patrick Hogan, Vice President, Excellence – Honeywell

Group Lunch – Featuring Keynote Panel (12:15 pm – 2:00 pm)

Our two morning keynote speakers will take questions from the audience.

Interactive Executive Roundtables (2:00 pm – 3:30 pm)

Roundtables will explore the new role for sales in each aspect of building go-to-customer strategy:

Sales Ops Transforms Sales and Marketing into a “Smarketing Team”
The role and actions of Sales Ops in conceiving and managing the Sales and Marketing partnership (“Sales + Marketing = Smarketing”) that is characterized by joint planning, robust execution and enriched analysis.

Tools and Approaches to Data Driven Decision Making
Sources of data, analytical frameworks and decision-making pathways of the “go-to-customer” Sales Ops team.

Sales Operations and Sales Enablement
What does each of these functions do? Where do they depend on one another? How do you know when each is succeeding? Explore the critical and complimentary roles of each in building and executing go-to-customer strategies.

Closing Cocktails Reception (3:30 pm – 4:30 pm)