Alexander Group's 2017 Strategy Forum

Agenda

Monday, May 8, 2017

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

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

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 an global enterprise.
Beth Ann Vaughn, Vice President – WW SaaS Sales & GTM Transformation – IBM Cognitive Solutions

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

Beth Ann Vaughn, Vice President – WW SaaS Sales & GTM Transformation – IBM Cognitive Solutions
Sean Giancola, Chief Revenue Officer – New York Post

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

Tuesday, May 9, 2017

Group Breakfast (8:00 am – 9:00 am)

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

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.
Lee Brown, Chief Revenue Officer – BuzzFeed
Sal Patalano, Chief Revenue Officer – Lenovo

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.
Marta Martinez, Chief Revenue Officer – Intersection Co. (former SVP of Advertising – AOL)
Marty Hollerbach, Area Vice President – Eastern & Canada – SAP

Keynotes (10:15 am – 12:15 pm)

Revenue Leaders – the New Change Agents
Hear how one revenue leader changed the role of his company’s top sales executive…and is building a revenue growth engine in the process.
Eric Johnson, Executive Vice President – Global Ad Revenue & Sales Operations – ESPN

Succeeding in the New Sales Leadership Ecosystem of Marketing/Sales/Service
Acting on the Go-To-Customer mandate means building bridges between marketing, sales and service. Only such a multi-functional team is able to build and deliver the requisite value. Find out how Symantec is making this happen as part of their strategy and driving new customer value in the process.
Tim Willey, Senior Vice President – Commercial Strategy & Insights (CSI) – Symantec

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:

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.

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