Alexander Group's 2017 Operations Forum

Agenda

Tuesday, June 13, 2017

5:00–6:00 pm Welcome Networking Reception
6:00–7:40 pm Opening Keynote Dinner
A NEW DEFINITION OF SALES EXCELLENCE
As manufacturers merge digital capability with traditional products both value and complexity are elevated. New approaches are needed to sell and deliver the business outcomes that such new products enable. Hear how Honeywell is re-tooling its sales capability to continuously deliver more value and deeper impact to sophisticated customers.
Keynote Speaker:
Patrick Hogan, Ph.D., Vice President, Commercial Excellence – Honeywell
7:40–8:25 pm Keynote Panel Discussion
Panelists:
Steve MacKay, Senior Vice President – Aesculap
Patrick Hogan, Ph.D., Vice President, Commercial Excellence – Honeywell
Elaine Chapa, Vice President, Sales Operations & Customer Experience – USG Corp.
8:25–9:00 pm Networking Reception

Wednesday, June 14, 2017

8:00–9:00 am Group Breakfast
9:00–10:00 am Briefings & Panel Discussions
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.
Panelists:
Grady Grant III, Vice President, Medical Sales – Mead Johnson
Rajan Goel, Senior Vice President, Building Solutions Group – United Technologies Corp.
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.
Panelists:
Lisa Contini, Worldwide Head of Sales Enablement – Palo Alto Networks
Mark Marin, Vice President, Sales Enablement – Quad/Graphics
10:15 am–12:15 pm Keynotes
UNLOCK POTENTIAL – DELIVER MORE VALUE
Hear how Acelity expanded Sales Operations to include all Commercial Operations. Explore how this move enabled deeper collaboration between Sales, Marketing, Service and other customer touching functions and unlocked richer value for new and demanding customers.
Keynote Speaker:
Peter Brunetti, Vice President, Commercial Operations – Acelity
ACCELERATE THE CUSTOMER EXPERIENCE
“Customer experience” is one of the most important buyer assessment criteria. What are companies doing to manage this? Learn how Veritas actively engages with its customers to more rapidly adopt solutions and deliver tangible benefits…while increasing influence and rate of business renewal in the process.
Keynote Speaker:
Juli Clark, Senior Vice President, Global Renewals & Customer Retention – Veritas
12:15–2:00 pm Group Lunch – Featuring Keynote Panel
Our two morning keynote speakers will take questions from the audience.
2:00–3:30 pm Interactive Executive Roundtables
SALES OPS TRANSFORMS SALES & 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..
HOW TO ALIGN SALES OPS & ENABLEMENT TO DRIVE PRODUCTIVITY
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.
3:30–4:30 pm Closing Cocktail Reception