Early Access
Sep 24- 2:00 pm – 6:00 pm CESTOn-Demand Sessions
Early Access
Sep 27- 2:00 pm – 6:00 pm CESTOn-Demand Sessions
Tuesday
Sep 28- 12:00 pm – 12:35 pm CESTOpening Remarks & Keynote Session
- 12:40 pm – 1:10 pm CESTKeynote Session
- 1:15 pm – 1:35 pm CESTBreakout Sessions
- 1:40 pm – 2:00 pm CESTCase Study Sessions
- 2:05 pm – 2:25 pm CESTBreakout Sessions
- 2:25 pm – 2:45 pm CESTMarketplace Break & Networking
- 2:45 pm – 3:05 pm CESTCase Study Sessions
- 3:10 pm – 3:30 pm CESTBreakout Sessions
- 3:35 pm – 3:45 pm CESTSpecial Session
- 3:50 pm – 4:20 pm CESTReturn on Integration Honours
- 4:25 pm – 4:55 pm CESTGuest Appearance
- 5:00 pm – 5:30 pm CESTFacilitated Networking
Wednesday
Sep 29- 11:30 am – 12:00 pm CESTNetworking Sessions
- 12:00 pm – 12:30 pm CESTKeynote Session
- 12:35 pm – 1:05 pm CESTProgrammes of the Year
- 1:10 pm – 1:30 pm CESTBreakout Sessions
- 1:30 pm – 1:50 pm CESTMarketplace Break & Networking
- 1:50 pm – 2:10 pm CESTCase Study Sessions
- 2:15 pm – 2:35 pm CESTBreakout Sessions
- 2:40 pm – 3:10 pm CESTKeynote Session
- 3:10 pm – 3:30 pm CESTMarketplace Break & Networking
- 3:30 pm – 3:50 pm CESTCase Study Sessions
- 3:55 pm – 4:25 pm CESTProgrammes of the Year
- 4:30 pm – 4:50 pm CESTBreakout Sessions
- 4:55 pm – 5:30 pm CESTKeynote Session & Closing Remarks
Early Access Sep 24
Overview of Early Access Days
We are granting early access to the platform on Friday, September 24 and Monday, September 27 to ensure that attendees are fully prepared for our live event days. At this time, you can begin to build your personalised agenda, create your profile, and watch a handful of sessions that are available for early access viewing.
Attendee Orientation
Join us for the B2B Summit EMEA attendee orientation. Our event programme manager will take you on a tour of the platform as well as share planning and engagement tips to help you get the most out of the event!
Foundations Sessions
Are you a new Forrester client or a tenured client well versed in Forrester’s B2B concepts and methodologies? Foundations sessions help new and experienced Summit delegates by presenting a fresh take on established Forrester B2B concepts, frameworks, and terminology. Foundations sessions focus on the cornerstones of B2B success, which are proven to help B2B organisations achieve high performance and intelligent growth.
Foundations: Channel Marketing
Speakers:
Maria Chien, VP, Research Director, Forrester
Foundations: Demand And Account-Based Marketing
Speakers:
Nicky Briggs, VP, Principal Analyst, Forrester
Foundations: Marketing Executive
Speakers:
Bob McKinnon, Principal Analyst, Forrester
Foundations: Portfolio Marketing
Speakers:
Barry Vasudevan, VP, Principal Analyst, Forrester
Foundations: Revenue Operations
Speakers:
Anthony McPartlin, Principal Analyst, Forrester
Foundations: Sales Executive
Speakers:
Mike Pregler, VP, Research Director, Forrester
Spotlight Sessions
See the full list of available Spotlight Sessions here. These sessions offer exposure to leading B2B technology providers with solutions that align to your key initiatives.
Early Access Sep 27
Overview of Early Access Days
We are granting early access to the platform on Friday, September 24 and Monday, September 27 to ensure that attendees are fully prepared for our live event days. At this time, you can begin to build your personalised agenda, create your profile, and watch a handful of sessions that are available for early access viewing.
Attendee Orientation
Join us for the B2B Summit EMEA attendee orientation. Our event programme manager will take you on a tour of the platform as well as share planning and engagement tips to help you get the most out of the event!
Foundations Sessions
Are you a new Forrester client or a tenured client well versed in Forrester’s B2B concepts and methodologies? Foundations sessions help new and experienced Summit delegates by presenting a fresh take on established Forrester B2B concepts, frameworks, and terminology. Foundations sessions focus on the cornerstones of B2B success, which are proven to help B2B organisations achieve high performance and intelligent growth.
Foundations: Channel Marketing
Speakers:
Maria Chien, VP, Research Director, Forrester
Foundations: Demand And Account-Based Marketing
Speakers:
Nicky Briggs, VP, Principal Analyst, Forrester
Foundations: Marketing Executive
Speakers:
Bob McKinnon, Principal Analyst, Forrester
Foundations: Portfolio Marketing
Speakers:
Barry Vasudevan, VP, Principal Analyst, Forrester
Foundations: Revenue Operations
Speakers:
Anthony McPartlin, Principal Analyst, Forrester
Foundations: Sales Executive
Speakers:
Mike Pregler, VP, Research Director, Forrester
Spotlight Sessions
See the full list of available Spotlight Sessions here. These sessions offer exposure to leading B2B technology providers with solutions that align to your key initiatives.
Tuesday Sep 28
Opening Remarks & Keynote Session
The Optimal Path To Revenue: A New Vision For Working Together
For every selling motion, there’s an optimal way to shepherd a deal from cold to closed, and then there are all the other ways. This session will focus on the Revenue Engine Waterfall, a robust method for prioritising buyer engagement and maximising deal conversion. We will provide guidance on how to build an engine of “next best” opportunities, eliminate functional disputes about revenue sourcing, and align on optimal paths for securing revenue.
Speakers:
Steve Silver, VP, Research Director, Forrester
Julian Archer, VP, Principal Analyst, Forrester
Keynote Session
Aligned, Accountable, And Ready To Act: How Customer-Obsessed B2B Companies Win
Customer-obsessed companies see higher revenue growth, profitability, customer retention, and employee engagement than their less-mature peers. Using data from more than 500 B2B organisations, we will explain what it means to be customer-obsessed and show how these companies achieve it through choices in alignment, transparency, and innovation.
Speakers:
Amy Bills, VP, Principal Analyst, Forrester
Rick Parrish, VP, Research Director, Forrester
Breakout Sessions
Case Study Sessions
Attend one session:
Cvent: Tackling the challenges of the new event landscape (a Mercury 97 Ltd story)
Globally events programmes have been disrupted due to the pandemic, and this was no different for Mercury 97 Ltd and their clients. Now in this new era, Mercury 97 are managing virtual, in-person and hybrid events. Join this session to hear about the challenges they have faced with executing virtual, in-person and hybrid events, what their learnings have been and how the Cvent platform enabled them to “fail fast” then regroup for success.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Rozalina Nikolova, Owner & CEO, Mercury 97 Ltd., Conferences & Events
Sabah El-Safi, Senior Account Manager, Third Party Partnerships, Cvent
Highspot: Sales Enablement Lessons from Glassdoor and Headspace
We all know the sales landscape has fundamentally changed. Now, sales and marketing must align on new, scalable strategies for customer acquisition and retention – with sales enablement being the primary driver of the rep behaviour change necessary to achieve revenue goals. Join this session to hear actionable advice on effective content management, sales communication, sales and marketing collaboration, and buyer engagement.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Libby Buttenweiser, Product Marketing Manager , Headspace
Scott Schwartz, Senior Enablement Manager, Execution and Internal Communications , Glassdoor
Lucas Welch, VP of Corporate Marketing , Highspot
PathFactory: How Pragmatic Institute Got 3X More Website Engagement Using Content Intelligence
There is a simple truth behind content marketing: when people spend more time on your website, they’re more likely to become customers. That’s the philosophy behind Pragmatic Institute’s AI-powered user experience improvements that help visitors self-educate by delivering the right content to the right visitor at the right time. Learn how Pragmatic realized a 3X improvement in website engagement, and how the power of AI is now accessible to companies of all sizes.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Rebecca Kalogeris, VP Marketing & Product Strategy, Pragmatic Institute
Seismic: Philips Enabling Sales to Deliver Solution Promise
Join this session as we hear from Rogier Veugen at Philips and James Palmer from Seismic as they navigate through Philip’s sales enablement journey. You will discover how they leveraged data and sales enablement technology to effectively drive an increase in sales productivity and marketing ROI.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Rogier Veugen, Global Director Sales Enablement & Talent Management Platforms, Philips
Aakrit Vaish, Co-founder and CEO, Haptik
Breakout Sessions
Marketplace Break & Networking
Case Study Sessions
Demandbase: F-Secure’s ABM journey - with multi-channel to success
F-Secure’s ABM journey started in 2018. Since then, the organization and the ABM program has gone through many changes. This case study will showcase how F-Secure’s ABM has transformed into a multi-channel, industry-based program and how major drivers of change including digitalization resulted in the need to deliver solutions and associated campaign messaging on different channels. Experimentation was used to innovate and iterate the program and this session will showcase the results of that.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Karen Falenius, Senior Marketing Manager, F-Secure
MRP: Insights-Driven ABM: Winning in the Channel
Enterprise organizations face a sophisticated environment that extends beyond typical ABM platforms. Multiple teams, geographies, and data sources need to connect to find impact and performance. Collaboration, integration, data management, and solid orchestration are top of the game. In this session, Veeam will demonstrate the enabling criteria that help channel marketers recompose the reality of target accounts, activate insights, deliver performance across channels, and achieve accurate outcomes.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Ajay Subherwal, Senior Vice President of Enterprise Sales, EMEA/APJC, MRP
Behzaad Habibi, APJ Marketing Director for Channel, Alliances, and Cloud & Service Providers, Veeam Software
PitcherAG: The Importance of Content in Sales Enablement
Content and e-detailing in this journey and how the Pitcher SuperApp helps them on this journey.
Speakers:
Javier Rodriguez, Global Multichannel Marketing Manager, Boston Scientific
Breakout Sessions
Introducing Forrester’s Bold New Research Offerings
Gain insights into current and future markets. Make decisions with confidence. Accelerate progress on your most pressing priorities. Join us for a deep dive session on Forrester’s new research offerings — to be unveiled at B2B Summit EMEA — that help you do all of these things and more.
Return on Integration Honours: Apex Group Ltd.
The Return on Integration Honours Award demonstrates an organisation has achieved strong sales, marketing and/or product alignment, and as a result has improved company performance. Apex Group Ltd. has been recognized for their work within the category of General Sales, Marketing, and Product Alignment.
Speakers:
Rosie Guest, Chief Marketing Officer, Apex Group Ltd.
Meta Karagianni, VP, Research Director, Forrester
Featured Performer: Leona Lewis
Singer, songwriter, actress and activist
British global singing sensation Leona Lewis has sold over 35 million records worldwide. The singer-songwriter — who is also an actress and philanthropist — reached number one in over 35 countries with her hit single “Bleeding Love.” A vocal powerhouse who is renowned for her vocal range and ability, Lewis is a three-time Grammy Award nominee, seven-time Brit Award nominee, and an MTV Video Music Award and World Music Award winner and has been nominated for the MTV Europe Music Awards and Billboard Music Awards. Lewis became the first British female solo artist to top the US Billboard 200 album chart in more than 20 years with her debut album “Spirit.” Alongside her impressive music career, Leona is an extremely passionate humanitarian and animal rights activist working with organisations such as The Prince’s Trust, RED, MTV Staying Alive, Teenage Cancer Trust, Sports Relief, World Wildlife Fund, The Humane Society, World Animal Protection, and the sanctuary she runs: Hopefield Animal Sanctuary. 2016 saw Leona nominated for a CMT Music Award and recognised with the Music Pioneer Award at the United Nations’ Women’s Entrepreneurship Day. She made her Broadway debut in Andrew Lloyd Webber’s “Cats,” playing the highly prestigious role of Grizabella and performing the world-famous song “Memory.” In 2018, Leona joined up with Calum Scott on “You Are The Reason.” The song is certified Gold in the US with over 377 million video views and 110 million streams. Leona’s first regular role in a TV series came in 2019 with Sony Crackle in the 50 Cent-executive-produced “The Oath,” filmed in Puerto Rico. In the same year, Leona reunited with superstar songwriter-producer Ryan Tedder, reaching number one on the US Latin pop and Latin digital song sales charts with “Solo Quiero (Somebody To Love),” featuring Juan Magán and Cali Y El Dandee. Leona was recently announced as patron of Hackney Empire and is currently back in the studio recording.
Facilitated Networking
Join interactive, analyst-led group discussions with your peers focusing on specific topics that are trending in your role. A low-pressure group format that enables conversations, networking and engagement.
Channel Marketing and Sales
Speakers:
Dara Schulenberg, Principal Analyst, Forrester
Kathy Contreras, VP, Principal Analyst, Forrester
Content Strategy and Operations
Speakers:
Kathleen Pierce, Principal Analyst, Forrester
Lisa Gately, Principal Analyst, Forrester
Customer Engagement
Speakers:
Amy Bills, VP, Principal Analyst, Forrester
Lisa Nakano, VP, Research Director, Forrester
Marketing Operations
Speakers:
Brett Kahnke, Principal Analyst, Forrester
Vicki Brown, VP, Principal Analyst, Forrester
Wednesday Sep 29
Facilitated Networking
Join interactive, analyst-led group discussions with your peers focusing on specific topics that are trending in your role. A low-pressure group format that enables conversations, networking and engagement.
Demand and ABM
Speakers:
Nicky Briggs, VP, Principal Analyst, Forrester
Conrad Mills, Principal Analyst, Forrester
Portfolio Marketing
Speakers:
Paul Ferron, Principal Analyst, Forrester
Daryl Wright, Principal Analyst, Forrester
Revenue Operations
Speakers:
Julian Archer, VP, Principal Analyst, Forrester
Anthony McPartlin, Principal Analyst, Forrester
Keynote Session
Seismic Shifts And Long-Term Trends In EMEA B2B Buying Behaviour
The more B2B marketing and sales teams understand how buyers behave, the better they are at attracting and engaging them. Our 2021 Global B2B Buying study revealed shifts in buyer behaviour due to long-term trends accelerated by the pandemic. In this session, we’ll review how B2B buying has evolved in EMEA and how the pandemic affected buyer behaviours. We’ll explore the implications for vendor sales and marketing efforts and suggest ways to improve buyer engagement.
Speakers:
Nicky Briggs, VP, Principal Analyst, Forrester
Beth Caplow, VP, Principal Analyst, Forrester
Programmes of the Year: Cisco Systems, Inc. and Thoughtworks
Programmes of the Year (POY) awards recognise outstanding achievements in a particular area in sales, marketing and product functions based on the successful implementation of Forrester’s research, frameworks and best practices to improve functional performance. Cisco Systems, Inc. has been recognized for their work within the category of Customer Engagement programmes. Thoughtworks has been recognized for their work within the category of Marketing Operations programmes.
Speakers:
Cristina Melluzzi, Director, Global Customer and Partner Advocacy, Cisco Systems, Inc.
Emma Roffey, Vice President, EMEAR Marketing & Global Advocacy, Cisco Systems
Karen Dumville, Global Head of Marketing Operations, Thoughtworks
Paul Ferron, Principal Analyst, Forrester
Breakout Sessions
Marketplace Break & Networking
Case Study Sessions
Adobe Workfront: 3 Ways to Master Flawless Campaign Execution
Do you ever feel like you’re hard at work, but your progress towards campaign goals is slow? Throughout the day, a single marketer may use email, chat, spreadsheets, phone calls, project management software and a file storage program to get their work done. Often, the disconnect between hard work and outcomes occurs because each team uses different tools, follows different practices, and can’t always access the information they need. Investing in the right tools and technology in your martech stack can help teams stay organised to maximise cross-functional collaboration.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Jennifer Johnson, Director of Global Marketing Programs, Informatica
Melissa Harvey, Sr. Product Marketing Manager, Adobe
Kaon Interactive: How Thermo Fisher Scientific, IBM, and Baker Hughes Transformed Hybrid Customer Engagement
Uncover relevant insights from Forrester, Gartner, and McKinsey on why successful B2B marketers have thrived in the new hybrid landscape, using technology platforms to gain a competitive advantage, cost savings, increase productivity, amplify customer experience and increase sales. Join us as we road map the journey of 3 established leaders in the life science, information technology and industrial automation industries, to uncover their stories of digital transformation and business outcomes.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Gavin Finn, President & CEO, Kaon Interactive
ON24: How Zendesk Achieved 183% YoY Growth with Regional Hybrid Experiences
Zendesk powers innovative customer experiences for dozens of businesses around the world. But great CX means different things to different people. That’s why the team relies on audience engagement to create highly targeted virtual experiences tailored to the unique needs of every audience. Join us to hear how Mark Burke (Senior Global Webinar Manager, Zendesk) used audience engagement to pivot a large-scale virtual event into a series of personalized regional experiences that more than doubled global attendance and conversion rates.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Mark Burke, Senior Global Webinar Manager, Zendesk
Breakout Sessions
Keynote Session
Building Trust: The B2B Imperative
Trusted organisations build enduring bonds with customers and create experiences that people embrace. They do not instill fear. Yet, in a world in which trust in all institutions is eroding, B2B companies struggle to build and preserve trust in their brands and offerings. This presentation will explain why the trust imperative is critical for B2B organisations, and provide a framework for understanding and activating trust.
Speakers:
Ian Bruce, VP, Principal Analyst, Forrester
Marketplace Break & Networking
Case Study Sessions
MRP: International Account-Based Marketing with Lumen Technologies
As ABM strategies gain steam and marketers seek to adopt them globally, enterprise marketers struggle to use North American-centric tools in international environments. One marketing thought leader has solved these issues and now scales a precision strategy across Latin America and drives measurable pipeline and adoption across sales, account management, and marketing. Targeting 5,800 accounts on behalf of 5 product groups, into 10 countries, using 3 languages, Nicolás Borrelli of Lumen Technologies shares his journey.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Nicolás Borrelli, Senior Marketing & Communications Manager, Clúster Sur - Latinoamérica, Lumen
Seismic: Improving Customer Experience Through Data-Driven Insights
In this session, Will Bowman at Seismic is joined by David Lengen at Amadeus, where they discuss how they leveraged sales enablement technology for Amadeus commercial teams to deliver differentiated and compelling customer experiences through automated and scalable content management, globally. The session will cover Amadeus’s sales enablement journey from the initial planning, proof of concept through to the eventual value creation for their commercial teams to deliver highly personalised customer conversations that resulted in an increase in customer engagement and insights for their marketing teams to optimise their content creation investment.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
David Lengen, VP Marketing, Amadeus
Will Bowman, Sr. Manager, Customer Success, Seismic
ZoomInfo: Beyond the CRM: ZoomInfo and RingLead Discuss The Modern Data Driven GTM Tech Stack
ZoomInfo and Ringlead come together to discuss how data is the foundation layer of the go-to-market tech stack and how it helps companies scale their business. You’ll learn how RingLead uses ZoomInfo to target their ideal customers, when to target and clean up their data. Zoominfo and Ringlead have come together with a joint go-to-market partnership to help companies route leads automatically and successfully.
Please note, by viewing this sponsor’s session you will be included in the sponsor’s session lead report.
Speakers:
Tim Strickland, Vice President, Account Management & Channel Sales, ZoomInfo
Scott Sutton, Vice President, Revenue Operations, ZoomInfo
Jaime Muirhead, SVP, Sales, RingLead
Programmes of the Year: Unit4 and AVEVA
Programmes of the Year (POY) awards recognise outstanding achievements in a particular area in sales, marketing and product functions based on the successful implementation of Forrester’s research, frameworks and best practices to improve functional performance. Unit4 has been recognized for their work within the category of Demand and ABM programmes. AVEVA has been recognized for their work within the category of Channel Marketing programmes.
Speakers:
Marije Gould, VP of Demand Generation and Field Marketing, Unit4
Neil Georgeson, Global Head of Business Development, Unit4
Manish Sablok, Vice President - Global Channel & Alliance Marketing, AVEVA
Paul Ferron, Principal Analyst, Forrester
Breakout Sessions
Keynote Session & Closing Remarks
Future-Fit Employee Experience: Everyone Wins
Many hope that by investing in technology, their organisations will magically transform. They will not. The workforce must choose to use the technology to move your organisation into the future. Learn how to build the future-fit employee experience that motivates them to do so.
Speakers:
James L. McQuivey, PhD, VP, Research Director, Forrester
Times are subject to change.