Agenda

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Time Description
9:00am

The Allbound Breakfast

Stacking on a Solid Foundation

How Allbound reached $1 million in revenue in one year by building the right tool stack and executing an inbound marketing program that focused on the customer.

The best way to build a solid sales and marketing foundation to supercharge revenue generation? Focus on the customer. And it’s much harder than it sounds. Jen Spencer will pull from her own experience at Allbound to show how you can develop a true customer-centered sales and marketing strategy. Jen helped Allbound reach $1 million in revenue in less than a year. Allbound reached that mark with an innovative inbound marketing program that involved accurately mapping the customer journey and building the right tool stack.

Presenter: Jen Spencer, Allbound

Jen is the Vice President of Sales and Marketing at Allbound, a cloud-based channel sales and marketing platform. She also played a key role as Director of Marketing at SaaS company nettime solutions when it went through a planned acquisition.

10:00am

Coffee with Joe Ort

Forecasting Success at SiriusDecisions

How stepping into the shoes of a client and learning the key principles to implement a best-practice forecasting process helped SiriusDecisions run its own business.

Business leaders come to SiriusDecisions for help in making the best decisions for their companies. But SiriusDecisions also has its own business to run. Director of Sales Operations Joe Ort explains how he stepped into the shoes of a client and learned the keys to a best-practice forecasting process from the analyst team. The audience will take away the principles he’s implementing internally to improve the organization’s forecasting.

Presenter: Joe Ort, SiriusDecisions

As head of Sales Ops at SiriusDecisions, Joe has been a key contributor to the research firm’s growth.

11:00am

DataFox Customer Case Study

Invoca’s Sales Operations and ABM Structure

The importance of investing in the right technologies, creating the best sales structure, and designing CRM and marketing automation platforms to be most effective with ABM.

Account Based Marketing quickly becoming the “go-to strategy” for many organizations. But implementing ABM can be a daunting, complicated process that involves sales and marketing working closely together as well as utilizing new tools in the technology stack. Invoca has been one of the most successful early adopters of ABM – now focusing about 80 percent of its marketing efforts on an account-based strategy. Invoca’s David Aguilar will discuss the fundamental initiatives that businesses need to think about when developing their ABM program. He will discuss the importance of investing in the right technologies, creating the best sales structure, and designing CRM and marketing automation platforms to be most effective with ABM.

Presenter: David Aguilar, Invoca

David has played an important role in Invoca’s move toward ABM as the Director of Sales Operations at Invoca.

12:00pm

Infer and LeanData Joint Customer Case Study

Featuring Host Analytics

By combining the power of predictive analytics and lead management, Host Analytics was able to maximize its marketing investment and double its revenue.

Host Analytics maximizes the impact of its marketing investment by utilizing predictive insights to identify the programs, campaigns and vendors that deliver the best leads for sales. Nick Ezzo will explain how Host Analytics leverages Infer’s advanced data science to score the quality of incoming leads and then uses LeanData to automatically route the best leads to the correct reps. In combination, the two technologies have helped Host Analytics double its revenue.

Presenter: Nick Ezzo, Host Analytics

A veteran marketing executive, Nick is the Vice President of Demand Generation at Host Analytics.

1:00pm

Dreamforce Keynote Livestream

Marc Benioff Presentation

This year’s keynote address is expected to showcase the much-anticipated Salesforce Einstein project, integrating AI into almost all of Salesforce’s products.

The annual keynote address from Salesforce Chairman and CEO Marc Benioff is always one of the high points of the Dreamforce conference. But that’s especially the case this year as Benioff is expected to pull up the curtain on the much-anticipated Salesforce Einstein project. Its purpose is to integrate AI into almost all of Salesforce’s products and acting, in Forbes magazine’s recent description, “as a new nerve system across the entire business.”

Presenter: Marc Benioff, Salesforce

3:00pm

Afternoon Bites

Sales Operations Panel Discussion

How Sales Ops have become the driver of building repeatable, scalable, successful sales processes from startups to enterprise-sized companies.

Moderator Pete Kazanjy, the founder of the sales ops community Modern Sales Pros, hosts a lively discussion of fellow business leaders that looks at how Sales Ops increasingly has become the driver of building repeatable, scalable, successful sales processes from startups to enterprise-sized companies. The panel: Dhiraj Singh, the Inside Sales and Operations Manager at MemSQL; Mayukh Chowdhury, Quantitative Business Analyst at Google, Richard Harris, Director of Sales Training & Consulting Services at Sales Hacker, and Jason Paquette, Director of Sales Operations at MongoDB

Sales Operations Panel

Dhiraj Singh, the Inside Sales and Operations Manager at MemSQL; Mayukh Chowdhury, Quantitative Business Analyst at Google, Richard Harris, Director of Sales Training & Consulting Services at Sales Hacker, and Jason Paquette, Director of Sales Operations. Moderated by Pete Kazanjy, founder of TalentBin and the sales ops community Modern Sales Salon.

Time Description
9:00am

Breakfast with Trish

The Hottest Job in Sales Today

Learn the latest trends in sales development and understand the importance of everything that comes into play when creating a powerful inside sales organization.

The title of Trish Bertuzzi’s new book says it all: “The Sales Development Playbook.” Her expertise is helping inside sales teams build repeatable pipeline and accelerate growth. Trish will speak about the latest trends in sales development and what you can do to implement them. Her topics include the importance of recruitment, training, technology tools and everything else that comes into play when creating a powerful inside sales organization.

Presented by: Trish Bertuzzi, The Bridge Group

Trish is the President and Chief Strategist of The Bridge Group, an inside sales consulting and implementation firm. For more than two decades, Trish has promoted sales development and inside sales as not just a engine for revenue growth, but as a community.

10:30am

Groove Customer Case Study

How Elastic Uses Customer Insights to Drive the Renewal Process

Elastic uses data to better understand its customers and craft smart strategies to engage with them.

A lot of time and effort goes into making your customers love you. Elastic takes a data-driven, predictive-measure approach to gauge the health of its relationships with customers. Kristina Frost will explain how Elastic, with the help of Groove, captures crucial information that helps the business gain a richer understanding about its engagement with customers. That data is used to help predict whether or not they will renew.

Presented by: Kristina Frost, Sales Strategy & Operations Manager

Kristina is manager of Sales Strategy & Operations at Elastic, where she’s responsible for technology and territory operations. She is a founding member of Elastic’s Women in Technology group. Previously at Salesforce, she worked in Go To Market Technology & Operations – a group frequently showcased at Dreamforce’s “How Salesforce Uses Salesforce” sessions.

12:00pm

Lunch with Gigamon

Breaking Down Silos

A synergistic approach between sales and marketing exceeds what each team can contribute separately. Getting both teams to work together has been a key factor in Gigamon’s success.

At network security provider Gigamon, Sales Operations and Marketing Operations work closely together to drive revenue. There’s an understanding that a synergistic approach between the teams far exceeds what they can do in their separate silos. Danita Fleck explains how a collaborative effort between Sales Ops and Mark Ops is a key factor in Gigamon’s success.

Presented by: Danita Fleck, Gigamon

Danita is the Manager of Marketing Operations at Gigamon, a provider of network visibility solutions for stronger security and superior performance. Her extensive business experience includes analyst roles at Extreme Networks and Altera.

1:00pm

LeanData Customer Case Study

Marketo’s Operations Journey to ABM

How Marketo solved the challenges surrounding data quality, SDR efficiency, and the pursuit of enterprise accounts when moving to a large scale Account-Based strategy.

Over the years, Marketo had implemented a powerful demand-generation engine that brought in huge volume of leads for the SDR team to sort through. The result was the marketing team had to address significant challenges around data quality, SDR efficiency and the pursuit of enterprise accounts. That’s why Marketo made the transformative decision to adopt an account-based strategy. Renaud Bizet will detail Marketo’s operational journey to Account-Based Marketing and how technologies such as LeanData played a role in that initiative.

Presented by: Renaud Bizet, Marketo

Renaud is Marketo’s Director of Global Marketing Operations. He previously led digital transformation projects at Bio-Rad Laboratories and McDonald’s.

2:00pm

Late Lunch with Chad

The Rise of the Productivity Manager on the Sales Ops Team

Take a deep dive into how the productivity manager has become instrumental to a strong revenue-generation machine.

As savvy businesses become more data-centric, the role of analyzing productivity metrics and the challenges facing sales reps on a daily basis has grown in importance. Chad T. Dyar, of Greenhouse, takes a deep dive into the role of Productivity Manager and how it has become instrumental in a strong revenue-generation machine. Chad examines how Productivity Managers identify areas that need improvement in the sales process – and to fix them.

Presented by: Chad T. Dyar, Greenhouse

The Director of Sales Operations at Greenhouse, Chad has spent 20 years balancing his passions for sales and the performing arts in musical theater and opera. He is the author of “How to Talk to Humans.”

3:00pm

Afternoon Bites

Marketing Operations Panel

The panel will examine the importance of scoring and routing data, inbound and outbound attribution, and communicating performance to leadership.

Sam Laber, the Director of Marketing at Datanyze, moderates a panel featuring Alexis Devonish, Business Operations Manager at OpenDNS; Ray Miller, Senior Marketing Operations Manager at Social Tables; Stefan Castelán, Marketing Analyst at DataFox and Billy Huang, Senior Marketing Operations Manager at LeanData that will look at the role of Mark Ops in a strong revenue-generation team. The wide-ranging discussion will examine topics such as the importance of scoring and routing data, inbound and outbound attribution, measuring campaign effectiveness and communicating performance to leadership.

Marketing Operations Panel

Alexis Devonish, Business Operations Manager at OpenDNS; Ray Miller, Senior Marketing Operations Manager at Social Tables; Stefan Castelán, Marketing Analyst at DataFox; Billy Huang, Senior Marketing Operations Manager at LeanData. Moderated by Sam Laber, Director of Marketing at Datanyze.

4:00pm

Chat with Doug

Increasing Your Reps’ Engaged Selling Time

We know more about our prospects than ever before, yet reps are spending less time actually selling. That’s why “Engaged Selling Time” is so important for your company’s sales team.

There is a curious paradox in modern B2B tech sales. While we know more about our prospects than ever before, reps are spending less time actually selling. Doug Landis believes the sad reality is that the average rep spends only about 25 percent of his or her day engaging potential customers. That’s why a large part of his job at online file storage giant Box is to increase what he calls “Engaged Selling Time” among the company’s reps.

Presented by: Doug Landis, Box

The vice president of sales productivity and chief storyteller at Box, Doug is a popular conference speaker. He previously was at Salesforce and Google.

Time Description
10:00am

Brunch with Craig

Setting the Stage for Sales Success

Sales Ops pros constantly are re-evaluating and iterating their sales process. But what should they be thinking about as they try to design an optimal system for their business?

Sales Ops pros constantly are re-evaluating and iterating their sales process. But what should they be thinking about as they try to design an optimal system for their business? Craig Rosenberg, the co-founder of the TOPO analyst firm, explains key points to consider about the various stages of the sales cycle and what Sales Ops specialists should be doing to create a smooth-running revenue-generating machine.

Presented by: Craig Rosenberg, TOPO

In addition to being the Chief Analyst at TOPO, Craig is the Founder and Editor of the popular Funnelholic.com blog. He also can play a mean game of water polo, too.

11:00am

LeadGenius Customer Case Study

How Bee Partners Uses LeadGenius to Enable their Portfolio

VC’s are more hands on than ever these days. Learn how Bee Partners uses LeadGenius to power sales and increase conversions for their investments.

Presented by: Garrett Goldberg, Bee Partners

12:00pm

Lunch with Tom Pae

Sales Enablement at a Startup

A unique look at getting the most out of a new sales team from the fastest growing startup in history.

Tom Pae is the first sales enablement hire at the fastest growing startup in history: Slack. Tom has unique insights into getting the most out of a new, young and broad sales team.

Presented by: Tom Pae, Slack

Tom is the Sales Enablement Manager at Slack. He previously was at LinkedIn and served as an armor & military intelligence officer in the U.S Army, including tours of duty in Afghanistan and Iraq.

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Orchestrating a scalable, revenue-generating sales process is tricky. There are many different strategies and technologies you can choose from to help you reach your goals. Ensure you are combining the right mix of technology, process and people to create a winning strategy for your organization.

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