Friday, Nov 14, 2008
W Hotel, San Francisco
Sales 2.0 Features
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Who Will Attend
• Executive VPs
• VP of Sales
• Division VPs
• Sales Operation Managers
• Sales Managers
Andre is the Director of Territory Development for Aruba Networks, and spent the better part of the previous 4 years working in a similar capacity for Aruba’s software management division, AirWave Wireless. Andre’s teams were responsible for developing 112% year-over-year growth in forecast and direct sales from 2006 to 2007, the result of which led to record annual revenues and an eventual merger with Aruba Networks in 2008. Andre’s experience with implementing sound sales discipline and deal development, through CRM tools and 3rd party systems, was compelling enough for Aruba to choose him to build and expand its Territory Development team for North America. Andre is a resident of San Francisco and earned a Bachelor of Science in Political Science and History from Santa Clara University.
Jim Dickie is a partner with CSO Insights, a research firm that specializes in analyzing how companies are reinventing the way they market, sell to and service customers. He has over 25 years of sales and marketing management experience. Dickie began his career with IBM and Sterling Software and then launched two successful software companies. Dickie is a contributing editor for CRM magazine, the author of multiple books including, The Chief Sales Officers Guide to CRM and Insights into High Tech Sales and Marketing. He is a board member for Baylor University’s Center for Professional Selling. Dickie is a guest host on World Business Review seen on PBS. Over the past ten years, CSO Insight’s survey of over 4,000 customer relationship management projects has become the benchmark for tracking the evolution of the marketing, sales and service automation initiatives. CSO Insight’s clients span multiple industries and include such firms as 3M, GE Capital, Great West Life, Federal Express, IBM, Accenture, StorageTek, Xilinx, Hewlett Packard, McKesson, Unocal, Cessna, Bell South, Vishey Electronics, and Intel.
Compressor Systems, Inc.
Russ Dworshak is currently a Regional Sales Manager for Compressor Systems, Inc., based in Tulsa, Oklahoma. Russ has spent 27 years in the energy industry, with ten years of field sales experience with natural gas compression and pipelines and fourteen years in sales of natural gas production equipment. For three years Russ has served as a Regional Sales Manager for three years with responsibilities for all sales activities in the south central United States. He has developed a detailed process to select and implement a CRM program for a seasoned sales force. Russ graduated from the University of North Dakota and currently resides in Tulsa and is happily married to a wonderful wife. They have three grown children and one grandson.
Gerhard Gschwandtner is the founder and CEO of Personal Selling Power , Inc., a magazine and book publishing company located in Fredericksburg, VA. After seven years as an international sales and marketing executive in Austria, France, and the United States, he started a sales training consulting company and trained over 10,000 salespeople in Europe and the United States. In 1981 he started Selling Power on a shoestring budget and turned it into the leading sales management magazine, with a circulation of 138,000 subscribers in 67 countries. Today Personal Selling Power, Inc. has a book-publishing division, an audio-publishing division, and the leading Website in the sales industry, www.sellingpower.com, with over 100,000 individual visitors a month. Gschwandtner's wife, Laura, is the editor of Selling Power, and two of their three daughters also work for the magazine. He has created 14 books on selling and management and two books on photography.
Author, Speaker & Futurist
From founding a pioneering firm when the concept of Customer Relationship Management (CRM) was taking form, to being one of the first three inductees into the CRM Hall of Fame, Barton has always occupied a leading role in providing a lifecycle approach to customer relationships. When Barton founded ISM Inc. in 1985, the management of the customer was limited to sales force automation with little user input. His foresight to integrate sales, marketing, customer service, e-business, and business intelligence became the foundation of today's customer-driven products and services industry. As a customer-driven advocate, Barton saw that Internet and mobile/wireless technologies could serve today's customers in Real Time, a concept Barton developed and promoted beginning in early 2000. Today, with the "always-on, always-connected" consumer, collaboration is the key to the next step in the customer lifecycle. With user-generated content and networking bringing consumers interactively into a company's branding, product development and customer service processes, Barton is now addressing the new customer: The Digital Consumer. Whether business-to-business or business-to- consumer, today's customer has expectations and demands to be met in Real Time. Early 2008, Information Today Inc., will release Barton's new book: CRM in Real Time.
His book, CRM Automation (Prentice Hall) is considered the primer for companies implementing customer-focused programs. His presentations have been praised by audiences worldwide including organizations such as AAA, DHL, ExxonMobil, Hill-Rom, McGraw-Hill, Nike, PepsiCo, Pfizer, Raymond James, T. Rowe Price, UK Postal Service, United Way, Xerox and more. Barton is often quoted in the media, including BusinessWeek, CIO, eWEEK, Information Week, Sales & Marketing Management and Selling Power. Barton publishes the benchmark Guide to CRM Automation (now in its 15th edition).
Matt is responsible for building and leading BigMachines North American sales team and developing BigMachines' strategic partner relationship. Matt worked in various sales and sales management roles at Octetstring (prior to their purchase by Oracle), EMC, and Caterpillar. Additional experience includes process improvement with General Electric, where he was a certified Six Sigma Black Belt. Matt holds an MBA from the University of Illinois and a BA in International Business from Bradley.
Kim Holmes is the Director of Global Proposals Management at Nortel.
In her current position, Holmes’ major objective is the development and consistent implementation of strategy for proposals across each Sales region and each Nortel solution/product business. Included within that strategy is to standardize workflows, methods, common tools, common operating objectives, and continuous improvement in quality, timeliness and cost of delivering the required outputs. Proposals Management consists of three core competencies: Complex Bid Management; Content Management; and Quote Management. Throughout her career at Nortel she has been responsible for increasing revenue while driving down costs through improving process in the delivery and quality of proposals as well as customer engagement management.
In addition to her accomplishments at Nortel, Holmes is a proven results-driven leader with 18 years experience in both the private and public sector. Her experience includes: process improvement and strategy development for many organizations; use of technology to help solve problems and better communicate; development of systems and networks to create efficiencies; and the creation of operations and distribution centers for various projects.
Lars Nilsson has over twenty years of technology sales and operations experience. Currently he serves as VP of Field Operations for ArcSight, Inc. and is responsible for the company’s sales, services, and support operations. In this role, he has rapidly grown ArcSight’s sales, installed base and renewal revenues. Today over 70% of ArcSight’s new business pipeline and sales revenues result from his leadership in this area. Prior to joining ArcSight, Lars served in sales executive rolls at Riverbed Technology, Rapt, Inc. and Portal Software. Lars began his sales and management career at Xerox Corporation. He earned a BS in Business Economics from the University of California, Santa Barbara.
Veronica O’Shea has over 20 years of experience in enterprise solution sales, sales management, and executive roles in Sales, Marketing and Professional Services. Presently, Veronica is with Oracle Consulting running a 200M business, and nearly 400 consultants spanning Western US and Canada. She has over a decade of experience working with Oracle Corporation leading both license sales and Professional Services. Formerly, she led North American Sales of BMC Software, Service Management Business Unit and grew revenues from 68M to over 125M over a two year span. As a founder and Vice President of Sales for Accelerant, LLC she drove several operational turn-arounds, funding and liquidating events with clients such as eGain Communications, Octopus (acquired by Ask Jeeves), Vianeta (acquired by Spheris), Atrenta. Her passion for sales excellence is focused on "fact based pipeline management". She started her software career in customer support, education and then field sales at Dun & Bradstreet. Veronica was Vice President of Sales for the West region at Vantive/PeopleSoft where she led the turnaround of her region from lowest ranking to number one region in 1998.
David Satterwhite has more than 20 years of business and enterprise software sales experience with companies such as @Road, Inc., NightFire Software, Oracle, Clarify and Nortel Networks as well as newScale, Inc. As Executive Vice President and head of worldwide sales, David has grown newScale revenues at a rate of more than 85 percent annually since 2003 - closing hundreds of deals at Fortune 500 companies and Global 2000 industry leaders while helping to build the market leader in Service Catalog solutions. At @Road David led an 80-person worldwide sales organization driving over $65 million in annual sales while signing strategic contracts with companies like Waste Management and Qwest Telecommunications. At NightFire Software he led worldwide field operations, including sales, professional services, customer support and customer training, growing the company from $9 million to $22 million in the first year. Prior to joining NightFire, Satterwhite was the Vice President of sales for Nortel Networks' Clarify Telecom Solutions Group where he led a 45-person sales team driving over $50 million in annual revenue with an average size deal of more than $1 million. Satterwhite started his sales career at Oracle after spending two years as an auditor for Deloitte & Touche.
Phone Works LLC
Anneke was the twelfth employee at Oracle and the designer of OracleDirect, the
company’s revolutionary inside sales operation. She is currently the CEO and founder of Phone Works, a sales strategy and implementation consultancy that helps large and small businesses build and restructure sales teams to achieve predictable, measurable, and sustainable sales growth. Anneke’s book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology, will be published by J. Wiley and Sons in December 2008.
Breakthrough SalesPerformance LLC
In his ground breaking book, The Funnel Principle, author, CEO and Founder Mark Sellers defines an innovative, game-changing funnel design called the BuyCycle Funnel™ and presents a model for putting a simple, powerful process to the function. The Funnel Principle is the first sales book ever to comprehensively describe the importance of committing to a business process investment for funnel management and to offer a process for doing so. Breakthrough SalesPerformance LLC is the leading authority on sales funnel management. Breakthrough is the only company with a total focus on the funnel – our mission is to help sales executives use the sales funnel to achieve their most important objectives – usually quota. Breakthrough’s capabilities as a funnel authority include: 1) 13 years of global experience sales consulting with B2B companies including Goodyear, Whirlpool, Tenneco, Honeywell, Smith & Nephew and Mass Mutual, 2) The innovative, game-changing BuyCycle Funnel™ design, 3) A full suite of 1-day training and coaching courses, 4) An e-course on funnel management, 5) A complete set of management tools to use the system including the Funnel Audit Worksheet.
As chief customer officer and president of international operations, Jim Steele oversees global sales. He is charged with advancing the company’s winning on-demand strategy, customer success, and growing the customer base. Steele joined salesforce.com in October 2002 from Ariba Corporation, where he served as executive vice president of worldwide sales. Steele brings over 25 years of technology sales and executive management experience to his new role at salesforce.com. Previously, he served in a variety of executive roles at International Business Machines (IBM) Corporation. Most recently, Steele was vice president of the North America western area, where he was responsible for over $9 billion in hardware, software, and services sales of a 10,000 employee organization. His prior positions at IBM include nearly four years in Tokyo as vice president of systems sales as well as general manager of telecommunications in Asia Pacific where he led IBM to record revenue and market share growth. Steele holds a Bachelor of Science in Civil Engineering from Bucknell University.
For nearly two decades Genius.com, Inc. CEO David Thompson has been at the forefront of major trends in the software industry. Thompson has delivered pioneering software applications, launched the leading on-demand software service (WebEx), and developed legendary marketing campaigns. Thompson recently co-authored Sales 2.0 For Dummies and chaired the sold-out Sales 2.0 Conference, where more than 400 attendees and speakers gathered to share strategic perspectives and practical insights about how sales and marketing organizations can take advantage of Web 2.0 technologies to increase sales volume and velocity. Thompson started Genius after his tenure at WebEx Communications (Now Cisco-WebEx), serving from 1998 through late 2004 as vice president of product marketing and then chief marketing officer. While at WebEx, Thompson shipped award-winning web conferencing products that reinvigorated the category, named the company and directed legendary marketing campaigns that vaulted WebEx to #1 in on-demand software. Thompson has also held various senior management positions for such notable companies as Quarterdeck, Genentech, and StarNine Technologies.
Pelin Wood Thorogood
Throughout her career, Pelin Wood Thorogood has been in the forefront of emerging technologies and trends. During her more than 15 years as a high technology marketing executive, Pelin has led the go-to-market strategy for WebSideStory’s on-demand digital marketing suite, extended Peregrine Systems’ enterprise software business into the web-based employee self service (ESS) category, and in the mid 90s, launched one the very first mobile B2B applications designed for the Windows CE platform. Pelin is currently a Managing Partner of Aegean Group, with a focus on marketing optimization, digital media, social networking and web analytics, and sits of various boards. Most recently, Pelin was the Senior Vice President of Marketing for WebSideStory (acquired by Omniture), a leading provider of real-time, multi-channel analytics solutions. Pelin holds Bachelor of Science, Master of Engineering and Master of Business Administration degrees, all from Cornell University.
Barry Trailer, partner and co-founder, CSO Insights has over twenty-five years of professional selling experience and is an expert on sales processes and methodologies for complex business-to-business environments. Previously, Barry was president of the GoldMine Division of FrontRange Solutions. Before joining GoldMine, Barry was a principal in the consulting firm Trailer Vavricka, Inc. Barry has presented to more than ten thousand sales reps and executives at over a hundred companies, including HP, Sun Microsystems, Conner Peripherals, and Hitachi Data Systems. From 1983 to 1991 he was a leading associate with Miller-Heiman, Inc. and served as president of Miller-Heiman in 1986. Barry is the author of Sales Mastery published in 1991, and co-author of The Sales & Marketing Excellence Challenge: Changing How the Game Is Played (2003), a contributing editor for Sales & Field Force Automation (now CRM) magazine (1997-1999), and regular contributor and panel member of CRMguru.com (2001-2006).
Mike Triantos joined TriNet in 1999 and currently services as vice president of sales. In this role, Triantos plays an integral role in developing and executing the company’s sales strategy including building its national offering, recruiting top sales performers, and enhancing year-over-year sales productivity. Triantos has also played a key role in TriNet’s marketing and channel strategy, helping to drive its push into venture capital and other financial markets. Prior to TriNet, Triantos served as regional sales manager at Maxim Group, an IT staffing and consulting company and division of Allegis Group, a multi-billion dollar staffing and consulting company based in Hanover, Maryland. In that role, Triantos was instrumental in deploying IT solutions (web applications, e-commerce, and call center technologies) to Fortune 500 and start-up technology companies. Previous to that, Triantos held various sales management positions at Gincig & Associates, a financial services firm based in Southern California.
Forrester Research, Inc.
Brett Wallace is a director of new business at Forrester Research, Inc. Forrester provides global business leaders with pragmatic and forward-thinking research and advice on technology’s impact on business. An 8 year veteran at Forrester, Wallace is responsible for driving new client acquisition of companies greater than $1BN in revenue. Wallace excels in hiring, training and leading sales regions that exceed their sales plans. His team has over-achieved in all three quarters thus far in 2008 (Q1 2008 at 148%, Q2 2008 at 103% and Q3 2008 at 106%). His region’s current year to date sales grew 76% over 2007. This growth was supported by a 46% reduction in the ramp time of new hires, a 30% reduction in the average sales cycle, and a 40% increase in the average opportunity size. Previously, Wallace held numerous business development roles and was ranked Forrester’s #1 sales executive out of 200 sales executives in 2003, 2005 and 2006 and ranked #2 in 2004.
Mr. Zagelmeyer is currently the Executive Vice President of Advantage, a multinational provider of staffing and Human Capital Management business services. In that role Mr. Zagelmeyer is responsible for firm wide Sales and Marketing with operational responsibility for its Associates line of business. Prior to joining Advantage, Mr. Zagelmeyer was the President of Futurestep North America, a Korn Ferry International company (KFY) NYSE. During his tenure, Futurestep grew to become the most profitable business within the global Korn Ferry business portfolio. Today this business is recognized as one of the leading global Recruitment Process Outsourcing businesses. Mr. Zagelmeyer was the Co-Founder and Chief Operating Officer of White Amber, the worlds first end to end web based Vendor Management tool utilized in the staffing industry, and Executive Vice President, North America for Corestaff Services responsible for the companies global sales organization, it’s Vendor on Premise programs, the U.S. Accounting staffing business, the direct hire business, and its Information Technology and Information Services staffing businesses.
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