Opening Keynote – Gerhard Gschwandtner & Aaron Kahlow
8:45 - 9:45
Keynote: Collaboration 2.0
How does the market leader in collaboration technology keep 12 million monthly users of all shapes and sizes (including 90% of the Fortune 500) efficiently meeting, working and collaborating in today’s ever-changing, increasingly mobile communications landscape? PGi SVP Collaboration Technology Solutions, Peter Stewart will discuss new technologies and trends that are transforming the traditional definition of collaboration – replacing old sales and marketing models with the next generation of engagement: Collaboration 2.0. Stewart will share insights on how you can leverage the latest collaboration tools to energize your connections, drive sales and provide a foundation for overall success.
Speaker: Peter Stewart, SVP Collaboration Technology Solutions, PGi
9:45 - 10:30
Strategy to Execution: How to Establish Integrated Sales & Marketing Behavior Sybase's VP of Corporate Marketing with share the company’s vision and methodology that enables integrated and truly collaborative efforts among sales and marketing teams. Benefit from learning Sybase’s innovative approach that starts by first establishing a strategic leadership vision which translates into tactical, well-executed marketing campaigns and sales processes. The result is an improved return on marketing, higher sales revenues, and a better buyer experience for the customer. Wilson will share techniques on how you can establish a more productive dialogue among your sales and marketing teams.
Speaker: Mark Wilson, VP Corporate Marketing, Sybase, Inc
10:30 - 11:00
BREAK – Exhibits Open
11:00 - 12:00
A – Sales & Marketing Diagnostics: A 360 degree view from a CEO, VP Marketing & VP Sales Hear how leading companies have leveraged Sales & Marketing 2.0 to (a) assess their current people, processes and systems, (b) identify weaknesses and diagnose issues, and then (c) chart a course to incremental performance improvement and success.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power Panelists: Tom Kemp, CEO, Centrify Lennard Fischer, VP Marketing - Americas, Informatica Mike Belongie, VP Sales, Axonom
B – Demand Generation Tactics that Create Synergy between Sales & Marketing To generate a predictable revenue pipeline, sales and marketing departments need to collaborate around the mission critical task of demand generation. When armed with the correct contact information, reliable company information and relevant business insight, salespeople are able to connect instantly with the right prospect and pursue the hottest opportunities. The panelists will share best practices for demand generation and real-life examples for establishing collaborative sales and marketing tactics that create sustainable success.
Moderator: Craig Rosenberg, Vice President of Products and Services, Focus Panelists: Brian Frank, Senior Director of WW Operations, LinkedIn Renee Gellatly, Marketing Manager, Demand Creation at NetApp, Inc
12:00 – 1:00
Lunch – Exhibits Open
1:00 – 2:00
SAP Unplugged: The Inside Story of SAP’s Sales & Marketing Transformation Join SAP Executives on stage as they share the story of SAP’s journey to creating a truly global and collaborative sales and marketing team. These executives will share the lessons learned and how to overcome the pitfalls on the way to success. The discussions will include how SAP’s sales and marketing professionals use the latest analytical applications that deliver the key insights they need to drive effective business decisions that increase revenues. You'll also hear how they are using new and powerful mobile technology to create a real-time information flow that creates greater customer value.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power Speakers: Jonathan Becher, Executive Vice President, Marketing, SAP Chris Ball, RVP Enterprise West, SAP
2:00 – 2:45
Connected Experiences: Driving Productivity in Customer Relationships In this challenging economy, businesses need maximum productivity from their customer-facing processes and people. Join Brad Wilson, General Manager of Microsoft Dynamics CRM, to see how Microsoft delivers simplicity, innovation, and value in CRM deployments around the world.
Speakers: Brad Wilson, General Manager, Microsoft Dynamics CRM Christopher Dunagan, Global CRM Applications, Fluke Corporation/Danaher Test & Measurement Platform
2:45 – 3:00
BREAK – Exhibits Open
3:00 - 3:45
A – Customer Acquisition: How to Effectively Leverage Sales Intelligence Join ZoomInfo and Cisco/Webex to discuss best practices in customer acquisition by leveraging sales intelligence and fresh business data on people and companies. We will discuss key topics that drive sales and marketing productivity and revenue such as how to leverage sales intelligence at the desktop, improve the health of your database and ensure sales is working on the same page as marketing to maximize the lead generation effort.
B – Sales & Marketing Enablement: How to Empower Your Sales Team to Win To win in today's faced paced economy salespeople need to engage prospects at the right time with the most relevant information. Learn how HP harnesses the collective intelligence that's available inside and outside the organization. Also learn the effective processes deployed and cutting edge technologies used by HP to deliver the most relevant information to the salesperson in real time.
Moderator: Aaron Kahlow, CEO, Online Marketing Connect Speakers: Costa Harbilas, Vice President, Americas Product Specialty Sales, HP Software & Solutions Deb Westman, Director of Sales Operations, Experian Marketing Services
3:50 - 4:40
A – Secret Sauce of Sales & Marketing Alignment Explore the sales and marketing processes that Bill Binch, VP of Sales and Customer Success, and Jon Miller, VP of Marketing, employ at Marketo to generate explosive growth. Find out how Marketo fuels their sales engine and compels results with Sales 2.0 techniques related to content marketing, social media, demand generation, lead qualification, and lead nurturing. Join the discussion to also learn more about Marketo’s process for handling sales opportunities, lead follow-up, lead recycling, measurement, and forecasting - to ensure a strong alignment of sales and marketing goals.
Speakers: Jon Miller, VP Marketing, Marketo Bill Binch, VP Sales and Customer Success, Marketo
B – Social Networking Strategies that Generate Qualified Leads and Revenue Your customers - and THEIR customers - have changed. Have your sales strategies kept up? Anneke Seley will present social networking strategies that are generating measurable results. She will cover: - Characteristics and expectations of Customer 2.0 - Key factors driving change in selling strategies - Examples of how both the company and sales rep can create success with social networking The session with conclude with a discussion and sharing of practices that are working for break-out participants.
A – Sales Management Metrics 101: Best Practices for Creating a Predictable Pipeline While in sales it’s all about “the art of the deal,” delivering a predictable pipeline still firmly resides in the realm of science. The challenge for today’s sales managers, however, is knowing what to measure, how to measure, and when to measure to provide executive teams with rock-solid forecasts and predictable revenue. In this information packed session, Cloud9 Analytics Senior Director sets forth an actionable and repeatable best practices for measuring and tracking pipeline and forecast metrics. Joining Tracey will be Chad Burmeister, VP Corporate Sales for IronKey who will give practical examples of how his organization has deployed Cloud9 Analytics solutions to provide IronKey executives with exceptional pipeline management and accurate forecasts.
Moderator: Tracey Kaufman, Senior Director of Customer Experience, Cloud9 Analytics Speaker: Chad Burmeister, VP Corporate Sales, IronKey
B – The ROI of Sales & Marketing 2.0 The current business climate is forcing all companies to reexamine how they market to and sell to customers. In this session, using case study examples, Jim Dickie from CSO Insights will profile how sales and marketing teams are leveraging people, process, technology and knowledge to increase revenues per rep by 52%, shorten sell cycles by 23%, improve win lead conversion rates by 47%, increase win rates by 19%, and more. Real projects, real ROIs.
Speaker: Jim Dickie, Managing Partner, CSO Insights
5:30 - 6:45
Cocktail Reception & Networking – Exhibit Hall Open
8:15 - 9:00
Prepare to Win: Five Transforming Trends in Sales & Marketing
Mark Woollen, VP of Oracle will share how sales and marketing leaders prepare to win in 2011 by adopting complete sales and marketing solutions that will transform their organizations into a customer centric business. Find out how savvy Oracle customers have achieved greater success not just by enhancing sales performance through smarter technologies and processes, but by delivering a superior customer experience across all touch points.
Speaker: Mark Woollen, VP of Social CRM, Oracle
9:00 - 9:40
Executive Q&A – Achieving Double-Digit Growth through a Collaborative Sales Process
For the past 16 years Colleen Honan has successfully managed salespeople, sales processes and sales technology. While her company changed ownership four times her professional career continued to expand within the organization. Today she leads a global team of 160 salespeople that achieved double digit growth for the past three years. In this "fireside chat" Colleen shares her secrets to leading a sales team through significant changes that demanded effective collaboration, ongoing innovation and continuous adaptation to new processes and technologies.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power Speaker: Colleen Honan, SVP Sales, OneSource
9:40 - 10:20
10:20 - 11:10
A – Panel Discussion: How to Win Friends & Influence People with CRM Join this lively panel discussion on how three different organizations have used CRM to improve their business relationships- both internally and externally- with measurable impact.
Moderator: Jason Rushforth, President, CDC Software Panelists: Fred Cook, CIO, North Shore Credit Union Brian Gable, Sr. Manager, CRM & Marketing Systems, Irvine Company Mark Williams, CRM Manager, CareerBuilder
B – Go to Market Traps – How to Get Sales & Marketing Aligned to Deliver Material Business Results One of the hardest things to do in business is getting marketing and sales aligned to drive material business results. Too often companies have marketing teams promoting products and value that sales will not sell. Marketing veteran Dave Peterson will share insights on how to break down functional silos, avoid common marketing and selling traps, and to execute a differentiated and impactful go-to-market plan. Dave will share case examples of industry successes, failures, and discuss the reality of what it takes for the entire company to engage and convert prospects to high value customers.
Speaker: Dave Peterson, CMO, Coverity
11:15 - 12:00
A – Inbound Sales Techniques & Tools to Give Your Team an Extra Day/Week for Selling Despite the widespread adoption and use of online marketing and sales tools, sales teams still waste time by trying to schedule sales appointments the "old fashioned way" - through cold calls and playing "tag" on the phone and through e-mail. More recently this effect has accelerated with the success of "Inbound Marketing" models that create even more leads to qualify and call back. A new model called "Inbound Sales" improves on this by short-circuiting the front end of the sales funnel, skipping the labor-intensive callback portion of the sales cycle, and producing highly qualified leads on first contact. This panel will use the Harvard Business School case study method to examine this process and discuss and learn how to create improvements of up to 20% in sales team efficiency and effectiveness.
Speakers: Gary Ambrosino, Executive Vice President & Chief Operating Officer, TimeTrade Dick Orlando, Executive Vice President, Sales & Marketing, Biscom
B – The Changing B2B Buyer (Customer 2.0) and What it means for Sales and Marketing The Internet has fundamentally changed the way business buyers conduct research and make purchases. Today, the recession is changing it all over again. Using data collected from a recent research study entitled Buyer Behavior, Focus.com CEO and founder, Scott Albro will share some highlights on how the recession is impacting business' purchasing behavior and what vendors can do to better target buyers in a difficult economy. In this data-driven presentation, Scott will discuss:
How the internet and economic climate are impacting buyer behavior;
How customer/vendor interactions have changed forever;
Simple sales and marketing tactics that vendors can use to improve ROI immediately
Speaker: Scott Albro, Founder & CEO, Focus
12:00 - 1:00
1:00 – 1:40
Best Practices for Establishing a Cohesive Sales & Marketing Process that Produces Results
Today’s buyers have the power to choose when, where, and how they want to interact with your company. That means it’s more important than ever that marketing deliver only the best leads to the sales team — the leads that are already interested in your company and ready to go. This panel will share their best practices on how to get marketing and sales teams with a common vision and common goals. Learn how to establish cohesive tactics — aligned in both strategy and execution — to produce better results, and increased revenue.
Moderator: Aaron Kahlow, CEO, Online Marketing Connect Panelists: Miles Austin, Sales & Marketing Technologist, Fill the Funnel, Inc. Mike Damphousse, CEO, Green Leads Dick Orlando, Executive Vice President, Sales & Marketing, Biscom, Inc.
1:40 – 2:25
Business Transformation 2.0: Increasing Revenues through a Customer Centric Business Model Christopher Cabrera, CEO of Xactly Corporation, shares how to achieve significant gains in sales effectiveness that achieve a dual outcome: increased revenues and an enhanced customer experience. Cabrera will explain how your teams can harness sales & marketing 2.0 tools to implement a business process that delivers value at each step of the customer’s journey and leads to profitable and loyal relationships. You’ll also learn learning to deliver consistent messages across the multitude of customer touch points (i.e. website, support, sales, social media).
Speaker: Christopher Cabrera, CEO, Xactly Corporation
2:25 – 2:35
Break - Exhibits Open
2:35 – 3:20
A – The Winning Edge in Sales - Market Intelligence 2.0 Sales and marketing managers find it increasingly hard to find relevant information that leads to successful customer engagement. It is not enough today to have leads and know who to call. Marketing and sales teams need up-to-the-minute, on-point, dynamic intelligence to plan their call, be relevant to their customers, and understand the rapid changes that are impacting their market. In this session, FirstRain CEO Penny Herscher will share ways that sales and marketing leaders can filter out the noise and tap into information streams that add value to execution strategies. The discussion will also focus on emerging technologies and processes that put enhanced intelligence in both the marketing and the sales person's hands when needed.
Moderator: Gerhard Gschwandtner, Founder & CEO, Selling Power Speaker: Penny Herscher, CEO, FirstRain
B – How to Jumpstart, Kick-start and Retain Your Best Talent with Sales Analytics As a sales manager today you have incredible challenges – stay two steps ahead of the top producers, get those folks in the middle from adequate to reaching potential, and help those struggling reps to get it! And, you need to be great at all this while managing under the “new normal” environment of rapid change, globalization, and the talent gap. This session covers how to evaluate and measure sales data to drive sales performance predictably. Whether you manage a small sales group or a global team of thousands, you will benefit from learning how to effectively interpret data to deliver long-term sustainable sales results.
Speaker: Nancy J. Martini, President and CEO, PI Worldwide®
3:25 – 3:45
Break - Exhibits Open
3:45 – 4:30
The Future of Sales & Marketing 2.0: Key Actions for Success in 2011
If we learned anything in 2010 it’s that the status quo doesn’t last long and what worked before won’t necessarily work in the future. We can expect that in 2011 sales and marketing 2.0 technologies will continue to evolve and push the envelope on what’s possible. In this session, learn how you to approach sales and marketing collaboration today, so you can hit your revenue goals in 2011. Each VP on this panel will share one best practice for you to prioritize in your action plan for success next year. Benefit from insight on how to execute in real time while allow for shifts as new trends emerge in how business gets done.
Moderator: Aaron Kahlow, CEO, Online Marketing Connect Speaker: Mark Williams, CRM Manager, CareerBuilder Branden Tsetsilas, Sr. Director of Global Sales Operations, Progress Software Michelle Kim, Director of Marketing, Innotas
Date: November 9 Time: 5:45 - 7:00 pm Location: Four Seasons Hotel - Veranda Ballroom
The Sales & Marketing 2.0 Awards Ceremony is free for all registered attendees of the Sales & Marketing 2.0 Conference. You'll enjoy an open bar, hor d'oerves, and networking. The ceremony will open with a rousing act by professional comedian Jeff Applebaum. Jeff has opened for comic legends Robin Williams, Kevin Nealon, and Norm Macdonald. He also appears in the film The Pursuit of Happyness, with Will Smith.
Awards will be presented in the following categories:
Best Alignment of Sales & Marketing
Best Sales Lead Management Program
Best Customer Experience Management/Customer Collaboration Program
Best Use of Social Media for Sales or Marketing
Best Sales 2.0 Management (Analytics, Compensation Management, Territory Alignment)
Best Sales Enablement Program
Best Mobile Solution