Forrester

Breakfast Presentation With Cynergy: Enabling Superior Customer Service

How can you disrupt a conventional distribution model with an iPad? Can technology enable a superior customer experience that actually results in higher revenues and margins? You will learn about the journey that the Trane HVAC division of Ingersoll Rand has been on to transform an outdated sales process via the introduction of a mobile app to its preferred dealer community. You'll hear about:

• The value of spending a day in the life of a customer.
• The necessity of a marquee feature.
• Why user-centric design is the competitive difference.

Accelerating Revenue In A Changed Economy: Opening Remarks

CEO's Perspective On Accelerating Revenue In A Changed Economy

Forrester Chairman of the Board and CEO George F. Colony will open our Forum by sharing the CEO’s perspective on the all-too-common gap between corporate strategy and revenue results and how the executive suite thinks about what it takes to improve execution. George will draw from his research conversations over the past year with his fellow CEOs.

Bending The Productivity Curve To Accelerate Revenue

Forrester Principal Analyst and Research Director Scott Santucci will lay out a path to transform how you communicate value to your customers to successfully bend the productivity growth curve for your company. Why lead the charge to modernizing your go-to-market practices now? The businesses and people you want to engage have made a massive shift in how they operate in this “do more with less” economy.

Creating Holistic Content Approach In A Matrixed Organization

Morning Networking Break In The Revenue Acceleration Lab

Breaking Down Challenges And Driving Change One Step At A Time

Tamara Schenk will share the series of initiatives she led at T-Systems that resulted in the creation of different sales force segments and a systematic road map to develop the right sales model to achieve the company’s business strategy.

Platinum Sponsor Keynote With SAVO: Building A Smarter Commercial Enterprise

Mark O'Connell, President and CEO of SAVO, and SAVO customer Kevin Strange, Vice President of Sales Enablement at Verint, will discuss smarter selling strategies that companies are implementing to fill the void between lead generation and revenue attainment. This keynote highlights how integrating a sales enablement solution with your CRM and marketing automation systems allows best in class enterprise organizations to satisfy their strategic growth initiatives. Presenters will share experiences with systemizing investments to transform good salespeople into great ones and perspectives on closing the sales execution gap between revenue initiatives and buyer decisions.

Intermission

Lunch And Dessert In The Revenue Acceleration Lab

Guest Executive Forum With Qvidian: Adding Science To The Art Of Selling – Sales Enablement Success At Splunk

Splunk, a trailblazer in the "big data" space, recently completed a smashingly successful IPO. This success — like the sales enablement strategy that supported it — was by methodical design. In this session, you'll get insight into the design, implementation, and evolution of the sophisticated sales enablement strategies that drove successful selling execution and record-breaking business growth at Splunk. You'll also learn how Splunk leverages sales playbooks to systematically refine, replicate, and deliver their best sales tactics, alleviate gaps between company strategy and sales execution — and accelerate revenue growth.

Guest Executive Forum With Mandel: Is Your Sales Team Communicating Value Or Just Talking?

A sales person's ability to communicate value is the single biggest hurdle to more fruitful business conversations and presentations, say analysts. Research shows that salespeople who can overcome that hurdle achieve an average deal size at least four times larger than those who don't. During this session, Mandel will share with you what they have discovered working with world class sales organizations relative to the three key mindsets and six skills that are critical to communicating the value of your products and services in any setting to any prospect, stakeholder or executive. We will help you conduct a rapid assessment of your own sales team and share with you what our clients have done to create trusted business value advisors.

Guest Executive Forum With Corporate Visions: Whiteboarding On Purpose: The Key To A Successful Sales Conversation

Some 87% of companies still use traditional presentation technologies or no visuals at all. Yet, recent research has indicated a correlation between the use of whiteboarding for visual storytelling and improved sales performance. How can your company integrate whiteboarding as a purposeful part of your sales enablement approach? This presentation will show you how to prebuild whiteboards that equip your salespeople to answer the two big questions in every sales cycle: Why change? And why you?

Intermission

Afternoon Networking Break In The Revenue Acceleration Lab

Intermission

Navigating The Revenue Acceleration Lab

Reconvene with your peers to re-energize before you launch into the networking reception in the Revenue Acceleration Lab. Discover how to navigate through the Lab sponsors, what to look for, and how to evaluate the resources and ideas ready for incorporation into your plan.

Breakfast Presentation With The Brookeside Group: Interpreting The "F Word" In Client Relationships

When a client says everything is fine, nothing could be further from the truth. This dirty four-letter word signals problems with your relationship. Join this session to learn how to identify and save your most at risk accounts.

Day 2 Opening Remarks

The Metrics That Matter Most To Your CFO

Knowing what to measure, how to capture that data, and how to communicate your results to your stakeholders — from the C-suite to your operating peers — is critical to sustaining your revenue acceleration success. Forrester CFO Mike Doyle will discuss the CFO’s perspectives on sales and marketing productivity and the metrics that matter most to the people who dole out the budget with an eye toward seeing a fruitful return on that investment. Mike’s talk will cover all the costs of sales that go into a full analysis of a return on those massive investments at B2B companies.

Laying The Groundwork And Making The Economic Case For A New Sales Model

Robert Racine will share how he inventoried and illustrated sales-execution challenges based on resource misalignment to make a case for implementing a new sales force development model.

Morning Networking Break In The Revenue Acceleration Lab

What Your Buyers Want Versus What They Get

In this keynote, Dave Frankland, vice president and research director for Forrester’s customer intelligence role, will deliver unvarnished insights into B2B buyers’ mindset and approach to problem-solving and their experience with the B2B companies that seek to help them. In this entertaining session, Dave will expose attendees to the reality that executives face in their role, what they want from you, and what that means for how you can better communicate your capabilities to win the right to their business.

Platinum Sponsor Keynote With CallidusCloud: Treasure Hunt Or Treasure Trove?

Is your enablement portal a treasure trove of well-organized content and tools or is finding that key resource a lengthy treasure hunt?

Keeping ahead of the competition is tough. The average sales rep spends more than a quarter of his time preparing for sales calls. Eighty-two percent of reps agree that there is too much information to wade through and marketing doesn't have the insight to know how the content is being used.

CDW reveals the secrets of aligning sales, marketing, and enablement efforts to increase sales productivity, maximize seller effectiveness, and accelerate sales cycles in today's complex economy. Joe Levin, Head of Sales Enablement at CDW, and Giles House, VP of Marketing at CallidusCloud, discuss lessons learned from the project and how to cope with the death of the salesman and the birth of the sales advisor!

Intermission

Lunch And Dessert In The Revenue Accleration Lab

Intermission

Intermission