Alexander Group's 2017 Strategy Forum

Agenda

 

Monday, May 8th, 2017

5:00–6:00 pm Welcome Networking Reception
6:00–7:40 pm Opening Keynote Dinner
THE LEVERS OF TRANSFORMATION – MOVING TO AN AS-A-SERVICE SALES AND SERVICE BUSINESS MODEL
Gain insight into IBM’s transformation journey, from selling licensed software to delivering value through “software as a service.” Explore the shifts needed in executive thinking, sales culture and tactical tools to execute a complex transformation in a global enterprise.
Keynote Speaker:
Beth Ann Vaughn, Vice President – WW SaaS Sales & GTM Transformation – IBM Cognitive Solutions
7:40–8:25 pm Keynote Panel Discussion
Beth Ann Vaughn will be joined by executive panelists for an exploratory discussion about transformation and the role of the top revenue officer in managing it.
Panelists:
Melinda Lee Ferguson, Senior Vice President – North America Sales – CA Technologies
Lisa Valentino, Chief Revenue Officer, Industry & Agency – Condé Nast
Sean Giancola, Chief Revenue Officer – New York Post
8:25–9:00 pm Networking Reception

Tuesday, May 9th, 2017

8:00–9:00 am Group Breakfast
9:00–10:00 am Briefings & Panel Discussions
THE EMERGENCE OF THE REVENUE LEADER
Sales leaders have a strategic imperative to collaborate with colleagues in marketing, product development and operations to find growth opportunities, build growth strategy AND provision the sales/service resources needed for execution. This is the new role of the revenue leader. Understand what sales leaders are doing to enhance their influence over strategic decisions and build a scalable revenue growth engine.
Panelists:
Lee Brown, Chief Revenue Officer – BuzzFeed
Adam Bleifeld, Senior Vice President, Sales – Softvision
REVENUE GROWTH INVESTMENT STRATEGIES
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:
Marta Martinez, Chief Revenue Officer – Intersection Co. (former SVP of Advertising – AOL)
Marty Hollerbach, Area Vice President – Eastern U.S. & Canada – SAP
10:15 am–12:15 pm Keynotes
REVENUE LEADERS – THE NEW CHANGE AGENTS
In a changing world, the best revenue leaders have a saying; “make change your friend”. Hear how ESPN has changed the value it delivers to customers and the role of sales in delivering it. And learn what it has done to make the sales organization an intrinsic part of the value proposition in the process.
Keynote Speaker:
Eric Johnson, Executive Vice President – Global Ad Revenue & Sales Operations – ESPN
BECOMING THE CHIEF REVENUE OFFICER – SHIFTING PERSPECTIVE
In just 5 short years the title CRO has proliferated across multiple industries – particularly in technology. What exactly is a CRO, if not a glorified VP of Sales? Join us for a provocative look at why the CRO is rapidly becoming the most critical role in business.
Keynote Speaker:
Sal Patalano, Chief Revenue Officer – Lenovo
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
Roundtables will explore the new role for sales in each aspect of building go-to-customer strategy:
FINDING AND EXPLOITING GROWTH OPPORTUNITIES
This roundtable will explore how sales organizations build or access the expertise to identify under-served/under-penetrated customer groups and the growth opportunity such groups represent.
ENABLING NEW CAPABILITIES
Explore how sales leaders are enabling their transforming organizations to target growth opportunities and deliver new messages and outcomes to demanding customers.
BALANCING THE RESOURCES NEEDED TO BUILD, CLOSE AND NURTURE CUSTOMER RELATIONSHIPS
Explore how Sales teams with Marketing and Service to ensure new services are implemented and integrated into customer business processes.
3:30–4:30pm Closing Cocktail Reception