Speakers

Chris has more than two decades of successful senior management experience at both early-stage and public companies. He's an industry expert in issues relating to sales performance management, sales compensation, and enterprise and on-demand/software-as-a-service delivery models. Before founding Xactly Corporation, Chris was Senior VP of Operations for Callidus Software. He was responsible for the execution of worldwide sales and marketing strategies, customer advocacy, and (MORE)

Chris has more than two decades of successful senior management experience at both early-stage and public companies. He's an industry expert in issues relating to sales performance management, sales compensation, and enterprise and on-demand/software-as-a-service delivery models. Before founding Xactly Corporation, Chris was Senior VP of Operations for Callidus Software. He was responsible for the execution of worldwide sales and marketing strategies, customer advocacy, and strategic alliances. Under his leadership, the company acquired more than 100 customers, contributing to a successful IPO and the growth of annual revenues to greater than $75 million. Before securing a position at Callidus, Chris was director of North American channel sales at Silicon Graphics, responsible for annual sales that topped $500 million. Chris has a bachelor of science degree in business administration with an emphasis in entrepreneurship from the University of Southern California and a master's degree in business administration from Santa Clara University. (CLOSE)

Michael Dunne is a Research Vice President in Gartner Inc., the leading IT technology research and advisory company. With 15 years of experience at Gartner, he advises management teams on technology trends impacting customer relationship management and enterprise selling strategies.

Lisa Fiondella has been a senior executive and business leader for a substantial part of her 20-plus year career in the financial services, technology and information services industries. Lisa began her career in banking with First Union Bank (now Wells Fargo) which led to a near twenty-year career with Equifax, one of three major U.S. information services providers. During her tenure at Equifax she held numerous positions from sales and sales management, to operations and (MORE)

Lisa Fiondella has been a senior executive and business leader for a substantial part of her 20-plus year career in the financial services, technology and information services industries. Lisa began her career in banking with First Union Bank (now Wells Fargo) which led to a near twenty-year career with Equifax, one of three major U.S. information services providers. During her tenure at Equifax she held numerous positions from sales and sales management, to operations and technology to business unit leadership roles in technology solutions and mortgage services. In early 2007, Lisa joined Fiserv to help establish the company's presence in Risk Management and evaluate the opportunity to initiate a data and analytics business. Lisa joined Reed Construction Data, a division of Reed Elsevier, in early 2009 as Chief Customer Officer. She is presently responsible for all customer-facing resources in the US including sales, account management, sales support and customer relations. (CLOSE)

Andrew Gaffney is Editor of DemandGen Report, a targeted e-media publication focusing on best practices in lead generation and lead management. Each week DemandGen Report delivers targeted content to close to 23,000 sales & marketing executives across a wide variety of verticals, all looking drive leads to their pipeline. During his career Andrew has served as an Editor and Publisher for several different business magazines, including This Week In Consumer Electronics (TWICE), (MORE)

Andrew Gaffney is Editor of DemandGen Report, a targeted e-media publication focusing on best practices in lead generation and lead management. Each week DemandGen Report delivers targeted content to close to 23,000 sales & marketing executives across a wide variety of verticals, all looking drive leads to their pipeline. During his career Andrew has served as an Editor and Publisher for several different business magazines, including This Week In Consumer Electronics (TWICE), Sporting Goods Business, Hospitality Technology and Mobile Enterprise. Within each of these markets, Andrew has demonstrated a unique ability to quickly identify the business issues that resonate and matter most to executive level readers. Subsequently, he has consistently helped create and match content that generates interest and readership among that executive community. Applying the learnings and best practices covered in DemandGen Report, Andrew recently launched Demand Creation Specialists, a marketing services company which helps build custom content specifically designed to support their lead generation and lead nurturing campaigns. (CLOSE)

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. Today, with the always-on, always-connected consumer, collaboration is the key to the next step in the customer lifecycle. With networking and user-generated content bringing consumers interactively into (MORE)

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. Today, with the always-on, always-connected consumer, collaboration is the key to the next step in the customer lifecycle. With networking and user-generated content 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, which Barton discusses in his latest book, CRM in Real Time: Empowering Customer Relationships, published in 2008 by CyberAge Books, Information Today Inc. As a regular columnist and member of the editorial board for CRM Magazine, he writes about leading-edge methodology and industry trends. Barton publishes the benchmark Guide to CRM Automation (now in its 17th edition). Barton was the Chairman of 2008 DestinationCRM Conference, continuing his 2006-2007 role with the conference, and for more than a decade served as Cochairman of the DCI CRM Conferences & Exhibitions held worldwide. Barton is now pioneering a new business model for the 21st century – Managing the Digital Consumer Relationship: New Technologies and New Attitudes. Prior to founding ISM, Barton held senior management positions at the U.S. Department of State and Monsanto Europe S.A. He holds a BS with honors in economics from the Wharton School of Business and an MS in economics from the London School of Economics. (CLOSE)

Gerhard Gschwandtner is Founder and CEO of Selling Power Inc., a multichannel media company that produces the Sales Leadership Conference series and Selling Power magazine, the number one industry resource for sales management executives. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Forman, Seth Godin, (MORE)

Gerhard Gschwandtner is Founder and CEO of Selling Power Inc., a multichannel media company that produces the Sales Leadership Conference series and Selling Power magazine, the number one industry resource for sales management executives. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Forman, Seth Godin, Jay Leno, Bill Marriott, Dr. Norman Vincent Peale, and Colin Powell. He has trained more than 10,000 salespeople around the world and is the author of 17 sales management books. He is a recipient of the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award. He blogs at http://blog.sellingpower.com/gg/. (CLOSE)

With over 20 years of professional experience in the technology sector in consulting, product management, solution engineering, sales and senior management roles, Keith is an innovative and dynamic executive leader with deep expertise in Customer Relationship Management business processes and solutions. With over 15 years of success and a top performer at SAP, Keith has been with the SAP Customer Relationship Management solution since its inception in the late 90s and has been (MORE)

With over 20 years of professional experience in the technology sector in consulting, product management, solution engineering, sales and senior management roles, Keith is an innovative and dynamic executive leader with deep expertise in Customer Relationship Management business processes and solutions. With over 15 years of success and a top performer at SAP, Keith has been with the SAP Customer Relationship Management solution since its inception in the late 90s and has been instrumental in the launch of numerous releases and responsible for driving hundreds of SAP CRM sales engagements and breaking new ground in both private and public sectors. Keith is currently leading Line of Business Solutions as Vice President of Sales with a team of dedicated LoB Specialists in the East Region, and is based out of SAP's corporate headquarters in Newtown Square, PA. Keith began his career in the Information Systems department in the DuPont Company in Wilmington, DE and earned an MBA degree from University of Delaware with concentration in Marketing Management. Keith also graduated Cum Laude with a Bachelor of Science in Computer Science from James Madison University. (CLOSE)

Jim is Vice President of CRM Solutions for UnitedHealthcare National Accounts. Over the past 10 years Jim has held various leadership positions at UnitedHealthcare in customer relationship management, business risk management, financial and operational reporting and analysis. In 2008, Jim led a National Accounts business team that replaced an on-premises CRM tool with a SaaS/OnDemand solution resulting in a 70% increase in user adoption and a 60% annual expense reduction. Jim is (MORE)

Jim is Vice President of CRM Solutions for UnitedHealthcare National Accounts. Over the past 10 years Jim has held various leadership positions at UnitedHealthcare in customer relationship management, business risk management, financial and operational reporting and analysis. In 2008, Jim led a National Accounts business team that replaced an on-premises CRM tool with a SaaS/OnDemand solution resulting in a 70% increase in user adoption and a 60% annual expense reduction. Jim is a CPA with a background in public accounting with Ernst & Young along with over 20 years of experience in the Health Care industry. (CLOSE)

Mr. Miller has over 17 years experience in the software industry where he has held positions at companies such as Iona Technologies, Sybase Inc., Babson College, Ascential Software, and IBM. Most of his career has been focused on sales, sales operations, business development and acquisition integration. Mr. Miller considers himself a corporate entrepreneur who utilizes his skills learned in this area at Babson College; where he received both his BS and MBA degrees. In his free (MORE)

Mr. Miller has over 17 years experience in the software industry where he has held positions at companies such as Iona Technologies, Sybase Inc., Babson College, Ascential Software, and IBM. Most of his career has been focused on sales, sales operations, business development and acquisition integration. Mr. Miller considers himself a corporate entrepreneur who utilizes his skills learned in this area at Babson College; where he received both his BS and MBA degrees. In his free time he enjoys playing golf & poker as well as going skiing and fishing. His favorite activity is traveling with his wife and daughter. (CLOSE)

Kelly Molander is Director of Inside Sales & Sales Operations at Qvidian, the market leader in cloud computing sales effectiveness applications. With over two-decades of hands-on sales, operations and finance experience in fast-growing high-tech companies, Kelly is highly skilled in building and growing successful Inside Sales organizations for global organizations and leveraging best-of-breed technologies to drive business development, lead management, and end-to-end sales (MORE)

Kelly Molander is Director of Inside Sales & Sales Operations at Qvidian, the market leader in cloud computing sales effectiveness applications. With over two-decades of hands-on sales, operations and finance experience in fast-growing high-tech companies, Kelly is highly skilled in building and growing successful Inside Sales organizations for global organizations and leveraging best-of-breed technologies to drive business development, lead management, and end-to-end sales processes, metrics and analytics. With a steady flow of sales achievements and awards throughout her career, Kelly was most recently recognized by the American Association of Inside Sales Professionals as '2010 Innovator of the Year' and was also identified as one of their '2011 Top 25 Most Influential Inside Sales Professionals.' (CLOSE)

Peter Ostrow is the Research Director for the Sales Effectiveness practice at the Aberdeen Group, a leading provider of fact-based research focused on the global technology-driven value chain. Peter has been focused on sales and marketing best practices for 25 years, beginning with a long-time stint at advertising firm JWG Associates. As JWG's third employee, he participated in every aspect of the company's sales growth, from $1M to $135M, until its acquisition by Monster (MORE)

Peter Ostrow is the Research Director for the Sales Effectiveness practice at the Aberdeen Group, a leading provider of fact-based research focused on the global technology-driven value chain. Peter has been focused on sales and marketing best practices for 25 years, beginning with a long-time stint at advertising firm JWG Associates. As JWG's third employee, he participated in every aspect of the company's sales growth, from $1M to $135M, until its acquisition by Monster Worldwide's TMP AdComms division. Here, Ostrow deployed additional CRM, pipeline management, lead generation and competitive intelligence practices as VP, Global Sales Administration. He then spent five years as VP, Business Development with MarketOne International, a global provider of lead lifecycle management services to technology sales and marketing executives. At Aberdeen, Peter leads the Sales Effectiveness practice, covering the technology, service and consulting enablers that enterprise sales forces deploy to become best-in-class organizations. His research is widely publicized and covers topics such as sales training, sales intelligence, CRM/SFA, sales performance management and integrating technologies around customer acquisition and retention. Peter holds a Bachelor of Arts in History and Political Science from Brown University. (CLOSE)

Chuck Penfield joined Oracle 13 years ago and has held various positions in sales and sales management within Oracle. Chuck has sold ERP and Human Resources software as well as Oracle On Demand Outsourcing service. In Chuck's current role, he manages Oracle's CRM On Demand sales efforts in the East Area. Prior to joining Oracle, Chuck spent eight years in Sales Management at Automatic Data Processing in Waltham, MA. Chuck holds a Bachelor of Science degree from Bentley (MORE)

Chuck Penfield joined Oracle 13 years ago and has held various positions in sales and sales management within Oracle. Chuck has sold ERP and Human Resources software as well as Oracle On Demand Outsourcing service. In Chuck's current role, he manages Oracle's CRM On Demand sales efforts in the East Area. Prior to joining Oracle, Chuck spent eight years in Sales Management at Automatic Data Processing in Waltham, MA. Chuck holds a Bachelor of Science degree from Bentley University in Waltham MA. (CLOSE)

Kevin is currently leading the HP "legendary" sales force transformation across the Enterprise Servers, Storage and Networking organization for the Americas. Kevin is leading efforts to build a sales culture based on principles of clear accountability and consistent execution. The ultimate goal is to develop the best sales team on the planet. Focus areas include a field advisory board to set priorities and track progress in areas of execution, operations, thought leadership and (MORE)

Kevin is currently leading the HP "legendary" sales force transformation across the Enterprise Servers, Storage and Networking organization for the Americas. Kevin is leading efforts to build a sales culture based on principles of clear accountability and consistent execution. The ultimate goal is to develop the best sales team on the planet. Focus areas include a field advisory board to set priorities and track progress in areas of execution, operations, thought leadership and innovation, sales training and delivery, integration of a standard approach of best practices across the organization to include fast-start plans for new hires, collection of feedback from quarterly business reviews and top performers to ensure that we remain focused on key areas of improvement, and identification of necessary sales training across ESSN AMS. As a Sales Manager in the US Northeast Region for the past three years, Kevin has a consistent track record of overachieving revenue goals and objectives and more than 25 years of sales leadership experience at companies including Sybase, Bearing Point, and Oracle Corporation. He has run six New York City Marathons. (CLOSE)

Jennifer Rakiey is a Sales Operations Manager at Mercury Computer Systems, a best of breed provider of open, application-ready, multi-INT subsystems for the ISR market. At Mercury she was highly successful at implementing Salesforce.com. Since the initial implementation six years ago, Mercury has adopted multiply add-on applications to their Salesforce.com instance based on Jennifer's recommendations. She also supports the worldwide sales organization with lead management, sales (MORE)

Jennifer Rakiey is a Sales Operations Manager at Mercury Computer Systems, a best of breed provider of open, application-ready, multi-INT subsystems for the ISR market. At Mercury she was highly successful at implementing Salesforce.com. Since the initial implementation six years ago, Mercury has adopted multiply add-on applications to their Salesforce.com instance based on Jennifer's recommendations. She also supports the worldwide sales organization with lead management, sales process training and sales analytics. (CLOSE)

Tom is an accomplished specialist in giving startups what they desperately need (after a great idea), and that's revenue. He has spent two decades successfully generating early growth on a large scale, most recently by transforming Glance Networks from a company with a screen-sharing tool to the leader in the burgeoning Sales 2.0 movement. He is adept at integrating marketing, sales, and support for both cost efficiency and maximal results, as he demonstrated at Empirix, (MORE)

Tom is an accomplished specialist in giving startups what they desperately need (after a great idea), and that's revenue. He has spent two decades successfully generating early growth on a large scale, most recently by transforming Glance Networks from a company with a screen-sharing tool to the leader in the burgeoning Sales 2.0 movement. He is adept at integrating marketing, sales, and support for both cost efficiency and maximal results, as he demonstrated at Empirix, Microsoft, and Informatica, among others. He blogs on sales, business, technology and culture. (CLOSE)