May 21, 2009Conference Location
Fairmont Copley Plaza
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Sales 2.0 Feature
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What is Sales 2.0?
Gerhard GschwandtnerPublisher & Founder, Selling Power
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.
David ThompsonCEO & Co-Founder, Genius.com, Inc
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.
Tom BarrieauProgram Manager, IDC Sales Advisory Practice
Tom has produced double-digit productivity gains for high tech sales organizations that span the globe. A 20-year veteran of high-tech sales and sales operations, Tom is constantly refining the triangle that connects sales, marketing, and operations. Tom has a track record as a sales and marketing executive in systems engineering, direct and channel sales, and field marketing at Apple, Compaq, and Hewlett Packard. As an operations consultant, Tom has also helped to improve sales operations at eLearning, financial services, and email-security companies. Leveraging this cross-functional experience, Tom enables IDC’s clients to gain unparalleled increases in sales productivity. As Program Manager of IDC’s Sales Advisory Practice, Tom partners with clients to refine sales tools, processes, and sales enablement strategies. He conducts extensive sales productivity benchmarking and best practice research across sales management, sales operations, and channel activities. Based on validated research, the Sales Advisory Practice provides guidance to clients on how to strengthen their sales strategy and improve sales performance. Tom works with technology sales and marketing executives to build scalable, sales-growth engines and optimize sales force productivity. Tom holds a bachelor's degree in psychology from The University of Connecticut.
Eric BerridgeCo-Founder, Bluewolf
At the end of the dot com bubble burst Eric Berridge saw an opportunity. Layoffs, consolidations, and bankruptcies raged around him. Amidst the chaos, Eric took a risky gamble and co-founded Bluewolf, which today is the world's largest leading provider of professional services for on-demand software applications. Berridge's vision to see a marketplace need for enterprise consulting services that were affordable, added measurable value and were iterative led to the birth of Bluewolf, which turned a profit in six months. Today, Bluewolf successfully works with more than 1,000 organizations to help them adopt on-demand solutions. Prior to founding Bluewolf, Berridge held various sales and management positions at The Oracle Corporation and The Interworld Corporation. He has a B.A. in Shakespearean Literature from U.C. Berkeley and an M.B.A. in Entrepreneurial Finance from New York University. He lives with his wife and three children outside of New York City.
Trish BertuzziPresident & Chief Strategist, The Bridge Group
Trish Bertuzzi founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. Since founding The Bridge Group in 1998, Trish has been applying the knowledge she acquired through 20 years of business-to-business technology sales leadership to help Bridge Group clients build, evolve, and validate their inside sales strategies. With over 100 distinguished technology clients, Trish and The Bridge Group have built their business by delivering unparalleled service. Prior to founding the Bridge Group, Trish designed and built best practice inside sales organizations for companies including Legent Corporation, Cadre Technologies, Bachman Information Systems, and Telesales, Inc. As President and Lead Strategist, Trish is responsible for helping Bridge Group clients define their inside sales strategy to deliver maximum results. In addition, she develops new Bridge Group service offerings based on client feedback and market demand. Trish is actively involved in the technology community and is the creator and manager of the Inside Sales Experts Group on LinkedIn.
Ryan BottActing Director, Inside Sales Strategies, Cymphonix
With over 12 years experience in channel/alliance sales, demand generation, global marketing, and sales management, Ryan Bott is a leader in the enterprise B2B sales space. Ryan is currently a Director at Cymphonix and is also President and CEO of My Inside Sales Team—a growing practice pushing companies to change and hit quota. My Inside Sales Team is a certified partner of Insidesales.com and Salesforce.com technologies. Ryan was Director of Business Development at Infopia Inc., a SaaS eCommerce company managing partnerships with Salesforce, Google, Amazon, eBay, and more. He was successful as Global Business Manager for the Lenovo Alliance at LANDesk Software (An Avocent Company) in charge of $40M in pipeline, and as Sr. manager for developing successful new channels at Intel and American Power Conversion. Ryan is a top 5% industry leader in the Gerson Lehrman Group—the world’s largest source of primary research and contributes weekly to industry articles. He is author of “Top 5 Reasons Your Customer Left,” CRM whitepaper and speaks often at industry events. Ryan has a B.S. degree from Weber State and an M.B.A. from Arizona State University, and continually contributes to underprivileged communities like Bolivia where he lived for several years.
Kady ChiuFounder, Kadidid Marketing Consulting
Kady Chiu is the creator of Kadidid, a marketing consulting firm focusing on enterprise 2.0 and change management, helping companies shifting through the culture changes into a more collaborative environment using social technologies. She is also the co-founder of 1Piazza, a web 2.0 community offering events to connect entrepreneurs and tech enthusiasts, creating a platform in the DC metro area to support the technical and startup communities – empowering social knowledge™. Prior to Kadidid consulting, Kady worked at HP for over 10 years. As a world-wide marketing manager at HP, her background focused around business development, global market expansion, and marketing strategy. She is passionate about people and is looking forward to sharing new ways to connect people and knowledge using social tools. Kady holds an undergraduate degree in International business and a graduate degree in Management Information Systems from University of Maryland.
Joe DaweSenior Director, Business Operations
Joe Dawe intimately experienced the explosion of the Internet and the birth of Web 2.0 as an early member of Akamai Technologies. Akamai provides market-leading managed services for powering rich media, dynamic transactions, and enterprise applications online. Throughout his 18 years of business experience, Joe has focused on building scalable organizations that leverage business process and rigorous analysis to produce predictable and repeatable results. Early in his career as an Inventory Operations Analyst, he used statistical analysis combined with a focus on establishing customer relationships to improve order fulfillment while dramatically reducing shipping and inventory costs. Following that experience, Joe spent a decade in software consulting. At GE Capital Consulting and later as a senior consultant at several start-up companies, he designed and built custom business applications. He then joined Akamai to develop their growing consulting group charged with helping customers utilize Akamai's services. After establishing a scalable practice and implementing Akamai's first 1,000 customers, he transitioned the group from a no-fee Integration Services into a revenue-generating Professional Services organization. Over the past several years as the leader of various operations teams at Akamai, Joe has been an advocate for many Sales 2.0 initiatives. He leveraged professional services software solutions to foster communication and coordination of a global team, led the transition of the sales force to the on-demand version of Siebel's Sales Force Automation suite, and was the champion for adopting Xactly's Sales Performance Management solution to manage incentive compensation for the worldwide sales and services teams.
Jim DickiePartner, CSO Insights
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 Insights 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 Insights 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.
Stephen DrakeProgram Vice President, Mobility and Telecom, IDC
Stephen Drake is the Program Vice President for Mobility & Telecom research at IDC. In this position, he has responsibility for the Mobile Enterprise, Mobile SMB, Mobile Device coverage, IP Communication Services, and contributes to IDC's Unified Communication research. As part of the Mobile Enterprise coverage, Mr. Drake heads up market intelligence on mobile software technologies for the enterprise and mobile operators including mobile middleware, mobile enterprise applications, mobile device management, mobile security, mobile operating environments, mobile application development markets, and mobile user trends. Mr. Drake has more than 10 years experience as an analyst and during his tenure at IDC has served across multiple areas including its Communications research team, Software, Mobility and Telecom groups. Mr. Drake authored the Foreword to the book, Wireless Data For The Enterprise: Making Sense of Wireless Business. He has presented on a variety of mobile industry trends at major trade shows and is quoted in major financial and industry news journals, such as The Wall Street Journal, Investors Business Daily, Forbes, Fortune, C/Net News, Reuters, Network World, Computerworld, Infoworld and InformationWeek. Mr. Drake holds a Bachelor of Arts degree in Communication from the University of New Hampshire and a Master of Arts degree in Political Communications from Emerson College in Boston, MA.
Nigel EdelshainCEO, Sales 2.0 LLC
Nigel Edelshain is CEO of Sales 2.0 LLC. The company is dedicated to taking the sales profession to the next level. Sales 2.0 provides companies with a range of services and products including lead generation and consulting that enables them to make their sales forces radically more effective (typically growing sales results 3-10 times.) Nigel has sold millions of dollars of IT solutions to major Fortune 500 firms. He was head of sales for the financial services industry for Starpoint Solutions (a 600-person system integrator). While at Starpoint, he sold e-business projects to senior business and technology executives. Prior to Starpoint, Nigel worked for Platinum Technology (now CA) selling IT professional services. Nigel is the chairman of the Wharton Business School Club of New York – the School’s largest alumni association. Nigel graduated from Wharton’s MBA program in 1993 and has an undergraduate degree in Microelectronics from Edinburgh University.
Travis ForeSenior Vice President, Network Solutions
Travis Fore, senior vice president of Sales and Service for Network Solutions, is responsible for building and leading the Customer Service and Sales organizations for the company. His organizations play key roles in serving existing customers’ needs, acquiring new customers, and selling high-end online marketing and design services to small businesses. Travis was formerly the Vice President of Sales and Service at Citysearch, a leading online lifestyle guide providing users with information on local business (over 14.5 million business listings). He was responsible for recruiting, hiring, and training of sales and service professionals. During his tenure, he established and grew the sales and service functionality in the Atlanta market where he consistently exceeded revenue and customer acquisition objectives. Prior to his role at Citysearch, Travis served as Director of Local Sales at Yellowpages.com and worked on the successful integration that combined SmartPages.com, RealPages.com, and YellowPages.com into a single platform and product set. Travis holds a B.S. in Communications from Western Carolina University and an M.B.A. in International Business from the University of Tennessee at Knoxville.
Thomas Gaydos Jr.Director of Marketing, Evolve IP
Thomas Gaydos is the Director of Marketing for Evolve IP, a Managed Technology Provider based in Wayne, PA who has created a new way for businesses to buy, manage, and secure the technologies that they use to communicate. Mr. Gaydos’ background in Marketing, Sales Support, and IT Management provides him with a unique perspective on the integrated environment required for technology-driven consultative demand generation. At Evolve IP, Thomas has had the opportunity to implement the latest tools and processes in a true Greenfield environment, enabling the sales consultants to accurately gather information, and build meaningful relationships with prospects and customers alike.
Glenn HaertelExecutive Vice President of Sales and Marketing, Synq Solutions
Glenn Haertel has 20 years of enterprise sales and marketing experience on both a domestic and international level. As Executive Vice President of Sales and Marketing, Glenn is responsible for guiding Synq Solutions sales strategy and marketing execution. He oversees and manages sales, marketing, and business development globally for all Synq offerings and solutions and has direct influence over product development and company direction. Prior to joining Synq Solutions, Glenn held various key management roles including Director of European Sales Operations and Vice President of Sales for SynQuest, a global supply chain management company, Vice President of Sales for Certus Software, a corporate governance and compliance company, and Regional Vice President for Trintech Inc., a provider of integrated financial governance and transaction risk management solutions.
Jeffrey S. KaufmanPartner, PricewaterhouseCoopers
Jeff Kaufman is a Partner with PricewaterhouseCoopers, and is currently responsible for sales and business development in the NY Metro Region. In addition to this role, Jeff plays a leading role in developing and rolling out all of the firm's Award Winning Business Development training programs. These programs were highlighted in the Firm's application to Training Magazine's annual Best Training organizations awards, where PwC was awarded first prize 2 years in a row. Previously, Jeff has been responsible for Sales in the Firm's HR Consulting Practice and he has been a member of the Firm's National Pursuits team that supports the largest client opportunities. Jeff has also been a client service partner in International Corporate Taxation, International Taxation of Individuals, and HR Consulting. Jeff has been with PricewaterhouseCoopers for 28 years.
Daniel MaierVP Worldwide Inside Sales & North America Mathcad Sales, PTC (Parametric Technology Corporation)
Daniel Maier is the Vice President for Worldwide Inside Sales and North America Mathcad Sales for PTC, Parametric Technology Corporation (NASDAQ: PMTC). PTC is one of the world's largest independent software companies focused purely on product development and product lifecycle management with over 40,000 customers worldwide. In his current role at PTC, Dan manages sales organizations in various regions of the world, including North America, Europe, China, Taiwan, Japan, and India. Dan has been at PTC for the past 9 years, recently as the Vice President for Asia Pacific Channel Sales, where he lived in Shanghai, China from 2005-2007. He was primarily responsible for building and structuring the channel sales and channel partner program, PTC Channel Advantage, throughout Asia Pacific. Before joining PTC, Dan was a Captain in the 82nd Airborne Division, Fort Bragg, North Carolina as a Field Artillery Officer in the 319th Airborne Field Artillery Regiment. Dan is a graduate of Loyola College in Maryland, where he served as Student Body President and was the recipient of the Rev. McGuire Alumni Association Award.
Keith L. MatthewsCo-Founder, Kelron Logistics
Keith L. Matthews is the Co-Founder of Kelron Logistics, one of Canada’s largest 3PL’s with 3 transportation Operating facilities for on demand transportation. Along with being one of the top 25 freight brokers in the United States, Kelron Logistics is now one of the top 100 3PL’s in North America for the past 5 consecutive years. Keith heads up the company’s Sales and Marketing activities, which currently generates more than $100 million annually. Other responsibilities include running the company’s Transportation Management Group, responsible for Network design, implementation, and execution of single source transportation solutions. Keith founded the Expedite Division of Dynamex Express in the late 80’s, which functioned as an in-city messenger business with offices throughout Canada. He also co-founded DDK Marketing Inc., a successful Industrial/Commercial Air Cleaning and Air Quality business currently operating in Ontario. A Computer Programming and Systems Designer by trade, Keith holds a Logistics Executive Certification from the University of Tennessee and currently resides in Waterloo, Ontario.
Mike MoormanManaging Principal, ZS Associates
Mike Moorman is Managing Principal, B2B Sales & Marketing, at ZS Associates, a global management consulting firm specializing in sales and marketing consulting, capability building, and outsourcing. He leads the firm’s work with B2B organizations with particular focus on value-based sales and marketing strategy and execution, sales organization design, sales operations, sales force motivation systems, and change management. Mike’s experience spans a range of sales models including global, strategic and key accounts management, generalist and specialist field sales, channel partners, and telesales. In 2007, Consulting Magazine named Mike one of its “Top 25” consultants for his thought leadership in value-based sales strategy and sales force optimization. Mike is a frequent speaker on sales and marketing topics, presenting at numerous conferences and executive education forums as well as custom executive team workshops. He also has written and published extensively on the subject, and is the editor of ZS Insights B2B, a quarterly e-journal for B2B sales and marketing executives.
Mark MyetteDirector of the Sales Center of Learning & Performance, Pitney Bowes
Mark Myette has worked at Pitney Bowes (PBI) since 2005 and is responsible for managing a team of nine developing and executing all learning for sales employees within Mailing Solutions Management (MSM). He is an active member of the PBI Learning Alliance (PBLA) and VP of Special Interest Groups for Atlanta chapter of ASTD. Prior to joining PBI, Mark worked at Dictaphone for 19 years. He was Director of Sales Development and Training for Dictaphone’s Communications Sys Recording (CRS) division. Before CRS, he held the same role in the healthcare (HSG) division. During his time with HSG when he led the education and sales development function, the HSG group experienced a 233% growth in sales in two years. He began his career as a sales person in NYC and worked his way to sales management, sales education, and sales development management. During his career, Mark has trained thousands of in sales, sales management, and sales support personnel. Mark earned his undergraduate degree from Boston University and his M.B.A. from Emory University.
James OldroydProfessor, SKK Graduate School of Business (in collaboration with MIT Sloan)
With a Ph.D from the Kellogg School of Management, Dr. Oldroyd is an Assistant Professor of Management at SKK Graduate School of Business in Seoul, South Korea. SKK operates in collaboration with MIT Sloan where Dr. Oldroyd has been an International Faculty Fellow. Dr. Oldroyd researches and has written about the challenges organizations face in learning from and responding to their customers. He is the co-author of a recent Harvard Business Review article entitled “The Quest for Customer Focus” (Harvard Business Review, April 2005). Dr. Oldroyd has also written about utilizing customer information to increase innovation in a recent Wall Street Journal Business Insight Article (WSJ September 2008) entitled “Staring You in the Face”. Dr. Oldroyd’s current research is exploring the impact of speed on the sales cycle and the effect of information flow through networks. Dr. Oldroyd has taught numerous courses at the undergraduate, graduate, and executive level including: Negotiations, Leadership, Strategic Management, Innovation, and Entrepreneurship. Dr. Oldroyd has been involved in numerous advisory projects to corporations.
Anneke SeleyCEO, 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 using Sales 2.0 principles. Anneke is the coauthor of a new book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology, published by John Wiley & Sons.
Albert SpringallSenior Marketing Manager, Microsoft
Albert Springall is a Senior Marketing Manager at Microsoft. He is responsible for generating demand in the Microsoft Breadth business, a $1B business segment. Mr. Springall is passionate about creating new and innovative ways of driving demand in a programmatic and scalable fashion across the SMB space. He has over 15 years experience in sales and marketing having worked as Director of Sales at MessageOne (acquired by Dell), a SaaS provider of Email Management Services. Mr. Springall also served as Vice President of Sales and Marketing at SmartBear Software, a successful startup selling development tools into a wide range of customers.
Dave SteinCEO and Founder, ES Research Group, Inc.
Dave Stein is CEO and Founder of ES Research Group, Inc. ESR is an independent research and advisory firm that analyzes, compares and contrasts sales training programs, approaches and learning technology, as well as the companies that provide them. ESR’s flagship report, The Sales Training Vendor Guide, is now in its third edition. Formerly a sales rep, VP of sales, VP of Operations, competitive sales strategist, and sales trainer, Dave has worked in 23 countries with companies from the Fortune 10 to start-ups. In addition to his popular blog, Dave writes the featured sales column for Sales and Marketing Management magazine and is author of How Winners Sell. Dave regularly delivers seminars and speeches on the subject of sales effectiveness in the U.S. and abroad. He is Adjunct Professor of Sales and Sales Management at the Dublin Institute of Technology, where he works several weeks each year with teams of Irish sales executives and CEOs. Dave is an advisor to the sales training practice of ASTD (American Society of Training and Development).
Kelli StephensonVice President, Sales Effectiveness, Experian
Kelli is Vice President, Sales Effectiveness for Experian, a $4B information services company. She has been with Experian for 23 years, filling roles including sales support, sales, product development, and marketing. Building on the function of bid management, she now manages an international team of people who provide business development and sales automation support for every stage of the sales process. In addition, she has recently taken responsibility for the ongoing evolution of a global sales toolkit that includes CRM, cross sell programs, and client loyalty measurement.
Barry TrailerPartner, CSO Insights
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).
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