Agenda

Operations Forum

The Sales Operations Forum uses an effective mix of session formats that result in practical takeaways and implementable steps for cross-industry leaders.

We’ll continue to add exciting updates to the agenda and create an event you won’t want to miss!

Monday, June 4, 2018

5:00–6:00 pm Welcome Reception
6:00–6:45 pm Keynote Dinner
6:45–7:40 pm Keynote: Manage the Revenue Equation; Sales Operations Fills the Gaps
Keynote Speaker:
Nicholas Ellis, SVP, Global Sales Operations – CA Technologies
New customers are emerging from the user and executive communities. And they have new demands; they expect results. To succeed here a new revenue equation is needed. This new equation combines Marketing + Sales + Service in a way that enables a company to both LAND and EXPAND with products that are well positioned and strongly supported. The role of Sales Ops in bringing these functions together for the good of the customer and the business is crucial. Join us for this keynote address to explore how this is accomplished.
7:40–8:20 pm Keynote Panel Discussion: Manage the Revenue Equation
Keynote Panelists:
Nicholas Ellis, SVP, Global Sales Operations – CA Technologies
Steve MacKay, Senior Vice President – Aesculap
Ed Sahli, VP, Commercial Excellence – Honeywell/PMT
8:20–9:20 pm Networking Cocktail Hour

Tuesday, June 5, 2018

8:00–9:00 am Breakfast
9:00–10:00 am Briefing Sessions (choose 1 session):
1. How Revenue Growth Drives Sales Compensation
David Cichelli, SVP – Alexander Group
2. Executive Panel: Enable Your New Breed Of Seller…And the Role of Digital Platforms
Panelists:
Wendy Bradley, Senior Dir., Commercial Operations & Strategy – Waters Corporation
Dennis Cheng, Director, Sales Operations & Strategy – Boston Scientific
3. Executive Panel: Sales Ops Governance; Take the Lead to Deliver Results, Not Just Report Them
Panelists:
Brian Lime, Senior Dir., Sales Operations – Land O’Lakes
Jose M. Perez, Senior Dir., Commercial Operations – Mölnlycke
10:15 am–11:15 am Keynote: A Changing World Demands Sales Force Agility
Keynote Speaker:
Brian Burke, General Manager, North America – Zimmer Biomet
In a world where new and demanding buyers emerge daily, sales force agility…the ability to assess, decide and change rapidly…is at a premium. Agility requires bridges between marketing and sales to surface issues and ensure alignment. And effective use of “big data” to manufacture the insights needed to segment, target and deploy sales resources in a volatile market. This is the mission of a world-class sales operations team. Join us and explore how Zimmer Biomet enables such agility and turns it into a competitive advantage.
11:15 am–12:15 pm Keynote: Building Value and Revenue Through the Sales Operations/Service Partnership
Keynote Speakers:
Tracy Long, VP, Service – Building Solutions, N.A. – Johnson Controls
Lisa Roy, VP, Integration & Commercial Operations, N.A. – Johnson Controls
We live in a world where customer expectations are constantly growing, in large part due to an ever-increasing amount of data available to them. Those companies that are able to harness, and harvest, customer data over the entire customer lifecycle – from the selling process, to equipment delivery and installation, to service and maintenance – will be those who are able to drive more customer satisfaction, deliver more customer value and ultimately sell more products and services. The role of Sales Operations to capture clean, usable data and create the linkage between sales & service organizations has never been more important to being able to service, and delight, customers throughout the relationship.
12:15–1:50 pm Keynote Panel Lunch: Rise of the Revenue Leader
Keynote Panelists:
Brian Burke, General Manager, North America – Zimmer Biomet
Tracy Long, VP, Service – Building Solutions, N.A. – Johnson Controls
Lisa Roy, VP, Sales Operations – Johnson Controls
1:50–3:20 pm Interactive Roundtables (choose 1 session):
1. The New Role of Sales Ops in the Age of the Revenue Leader
2. How Sales Ops Enables Coverage Agility–From Awareness to Success
3. Build Digital Enablement Platforms and Tools
4. How Sales Operations Draws Marketing Into the Sales Process
3:20–4:20 pm Closing Networking Reception

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