B2B Summit
EMEA

Understanding and activating the priorities, challenges, and plans of IT buyers and the tech marketers trying to reach them.

Speakers:
Greg Campbell, Head of Strategic Growth, EMEA, INFUSEmedia

Join our session to learn how Hammer, an Infovista business, sourced €1.5M+ of qualified sales pipeline in 12 weeks using Integrate’s Marketplace and ABM Integrated Media solution. The Hammer marketing team were looking for a systematic approach to create awareness and demand among their ideal customer profile. In this case study session, you’ll discover how Integrate’s solutions helped Hammer achieve this while overcoming marketing challenges with a limited budget and tech stack gaps.

Speakers:
Steve Russell, Strategic Account Director, Integrate

In today’s intricate global marketing landscape, it’s essential to navigate with precision, adaptability, and compliance. Welcome to Machintel’s Smarter Marketing framework—a convergence of technology and intelligence that’s transforming B2B marketing. This session will dive into how global brands like Medallia have utilised Machintel’s first-party intent data for razor-sharp targeting, shorter deal cycles, increased market share, and enhanced customer engagement. Join us and uncover how precision marketing turns data into action, fueling unprecedented growth.

Speakers:
Bryan Gissiner, VP of Business Development, Machintel

Changing buyer expectations have reshaped the world of go-to-market. B2B organisations must fundamentally overhaul how they understand the buyer experience and eliminate the guesswork in understanding their buyers’ thoughts, emotions, and behaviours. In this session, you will hear about Clarivate’s challenges in meeting modern buyer demands and explore how Highspot’s Digital Sales Rooms are helping them bridge the knowledge gap. Expect an honest story of imperfect progress and learn why now is the time to prioritise Customer Experience (CX)

Speakers:
Matt Norton, Director of Sales Enablement, Clarivate

Tempting as it may be to jump to a conclusion, intent data doesn’t necessarily map to the purchasing fast track…or even to a purchase track at all. In this session, we’re taking a deep dive into democratising account intelligence with Finastra’s Sr Director Marketing & Demand Ops, Harjeet Singh. We’ll walk you through everything you need to know, from the benefits and implementation, to what reporting looks like and how to focus time and resources more efficiently — and actually close your case with more customers.

Speakers:
Harjeet Singh, Senior Director of Marketing and Demand Generation Operations, Finastra
Michael McGoldrick, Vice President of Marketing, pharosIQ

Enhancing your GTM team’s effectiveness is crucial for impactful digital transformation.  Join this session to learn how Preqin leverages emerging sales technologies to enable their marketing & sales teams to tell compelling stories through content to drive impactful business outcomes.

Speakers:
Aatif Basheer, SVP, Head of Marketing Technology & Operations, Preqin
David Ledger, RVP, Sales Engineering, Seismic
Ali Jawin, Senior Vice President and Head of Global Marketing, Outreach

In this session, Forrester SASE Leader Cato Networks will detail how they are competing and thriving in an ocean of sharks by leveraging data-driven strategies laser-focused on creating opportunities and pipeline. Using an integrated approach powered by unique and proprietary intent, learn how they efficiently execute programs across the buyer’s journey to fuel remarkable growth worldwide. Companies of all sizes will get actionable advice on engaging the right buyers and how marketing and sales can work hand in hand to turn pipeline into revenue.

Speakers:
Daniel Bleichman, Director of Inbound Marketing, Cato Networks
Brent Boswell, Senior VP and Managing Director, TechTarget

Discover how to create compelling B2B content that rises above the competition. Learn what makes content worth marketing and how to deliver narratives that not only captivate audiences but establish your brand’s position in the market. When creativity and strategy converge, business growth becomes an inevitable outcome.

Speakers:
Jas Bansal, Sr. New Business Director, Ceros

Marketing Technology has a reputation for dividing opinion within organisations. With budgets under pressure, passionate advocates for the benefits of martech must persuade detractors who see cost, complexity and poor adoption. Join Clevertouch as they share strategies from clients including BT, British Land and LEK on how you can apply a people and customer-first approach to drive adoption, marketing performance and make your organisation ‘Love Martech’ too.

Speakers:
Jamie Burrell, Chief Strategy Officer, Clevertouch Marketing

The session explores the transformative potential of AI for content practitioners and its impact on the content supply chain. Discover how AI brings opportunities while addressing challenges of usability, security, and ethics. Explore the future challenges of orchestrating different AI services and the importance of finding the right talent in this evolving landscape.

Speakers:
Farrukh Iftikhar, Sales Director, Kontent.ai

Explore the rapidly evolving sales landscape where “time is money” holds truer than ever. Uncover untapped potential within your sales teams and understand that only a fraction of sale’s time is spent actually selling. Join us and Mindtickle to reveal the transformative synergy of Insights, Data, and AI. See how this trio seamlessly integrates into daily work, driving unprecedented revenue. Elevate your sales strategy, position your team for success in the ever-changing sales landscape.

Speakers:
Graeme Poole, Experienced RevOps and Enablement Consultant, Mindtickle

Pre-pandemic, event teams could mainly rely on muscle memory, developed from years of executing in-person events. However, today’s event landscape requires a rethinking of strategies, a deeper understanding of audience behaviours, and a more integrated approach so that events are not simply a series of siloed dates, but instead a holistic and connected programme. So, how can we use event technology to collate valuable data, then leverage it to shape our marketing and events programme? Join this session to: • Discover how you can utilise event technology to gather event data and understand your attendees • Find out how you can leverage this data to create an events and marketing programme that connects with your attendees year-round

Speakers:
Matthew Howarth, Senior Director, Enterprise Solutions , Cvent

In today’s competitive business landscape, achieving growth and revenue targets requires a strategic approach that focuses on quality rather than quantity. This presentation aims to equip you with actionable strategies and proven methodologies to enhance your sales pipeline and maximise revenue generation while minimising wasteful efforts. Drawing from real-world examples and industry best practices, we will provide you with a comprehensive toolkit of strategies to grow a higher quality pipeline.

Speakers:
Paul Gibson, VP International, Demandbase

Deciding on a strategy to confront the broadening scope and rapid pace of change is one of the biggest challenges marketers face today. Customers are increasingly harder to reach and engage with, despite access to vastly more data-driven consumer insights and stronger personalization tools. Budgets are shrinking while internal stakeholders become more demanding, further compounding the squeeze on marketers. Determining the right balance between brand-building and demand-generation marketing efforts is critical. The brands that are winning are those pursuing a more holistic approach to consumer engagement. Everyone agrees that successful brand and demand efforts require coordination and synchronization. But how to do so is often frustratingly unclear. In this session, Victoria Tinsdale, EMEA VP of Sales at Digitalzone, Zach Bentollia, Global Partner & Regional Senior Director of Marketing at Checkmarx, and Assaf Hershko, Director of Global Services Marketing at Adobe will discuss how to craft a best-fit and holistic brand-and-demand strategy, including: • How brand marketing impacts conversion; • How customer acquisition efforts influence brand perception; and • Determining optimal investment across brand and demand.

Speakers:
Zack Bentollia, Global Partner & Regional Senior Director of Marketing, Checkmarx
Assaf Hershko, Director of Global Services Marketing, Adobe
Victoria Tinsdale, Senior Director of EMEA Sales, Digitalzone

Learn how Just Eat Takeaway creates engaging buying experiences that make it easy for sellers to share and collaborate with prospects and customers. The personalization of content and buyer engagement insights from Showpad help Just Eat’s revenue-facing teams optimize messaging and more effectively communicate key value propositions to prospects. Join our session to discover how to efficiently enable selling to unique buyer needs, quickly onboard new reps, and speed up the sales cycle.

Speakers:
Catherine Cantwell, VP of Professional Services, Showpad
Marie Taylor, Senior Sales Operations Manager, Just Eat

Shifting to a new target customer base to accelerate growth, Cloudpay needed to rethink their sales processes, demand centre and marketing operations – this meant bringing sales and marketing closer together. From the top down, Cloudpay’s CMO and CRO worked together to instil working practices and team structures that facilitate stronger alignment. In this session, you’ll learn how diagnostic tools helped prioritise practices and we’ll share how to ensure teams stay on the journey with you.

Speakers:
Nicola Ray, CEO, Modern
Clark Hoy, Sales Lead for EMEA, CloudPay

Gain valuable insights into what’s working and what’s not throughout your customer journey with Terminus Engagement Funnel. Uncover the impact of your efforts by analysing detailed reports that showcase how go-to-market efforts impact sales pipeline and revenue. Whether you’re tracking account progression or comparing segment performance, Terminus empowers you to refine strategies, optimise spending, and identify areas for improvement.

Speakers:
Alessandra Jacques, VP of Product, Terminus

Modern buyers have recently become more hesitant to engage with salespeople and instead expect personalised digital experiences they can interact with on their own terms. 

As a result, it has become increasingly more difficult for sellers to get face-to-face time with their buyers.

Join Stuart Taylor, Sales Director at Allego, where he will explore the role of Digital Sales Rooms in assisting sellers to close high-value deals worth $250k+. 

You’ll gain insight on the following: 

• Understanding the modern buyer, why they’re increasingly more reluctant to meet with sales people, and what this means for your team.
• How to use Digital Sales Rooms to help your sales team stand out from the competition, providing buyers with a ‘wow’ experience
• Best practices, tips, and real life examples of how sellers have used buyer intent signals to close deals faster

If you are looking to shorten the length of sales cycles, engage modern buyers, and gain better visibility into your deals, this is a must-attend session.

Digital Sales Rooms are transforming the sales landscape and driving exceptional results, be among the first to offer this ‘wow’ experience to your prospects.

Speakers:
Stuart Taylor, Sales Director EMEA, Allego

“We need to increase engagement and improve conversion rates”, said every B2B marketer everywhere. Why not start by learning how your peers are solving the challenge? In this session, Stefanie Nastou, VP of Marketing at TeamViewer, will share the approach they took to use buyer intent data to build a go-to-market strategy for targeting accounts with the highest propensity to buy and then delivering the right content at the right time resulting in higher engagement, and faster conversions. Learn how TeamViewer achieved remarkable results by using innovative ways to leverage intent data as part of their winning go-to-market strategy.

Speakers:
Stefanie Nastou, VP of Marketing, TeamViewer
Ajay Subherwal, Chief Revenue Officer, EMEA & APAC, Intentsify

“We don’t make a content decision without looking at the data in PathFactory first.” –Eleni Mitzalis, Director of Demand Generation, Contentsquare Attend this session to see how Contentsquare’s sales and marketing team’s use better content experiences, engagement data, and AI to increase alignment, pipeline, and deal velocity across multiple regions. Director of Demand Generation, Eleni Mitzalis, will show how they tangibly improved buyer experiences, marketing performance, and SDR/sales outreach effectiveness using more ungated content, targeted content bundles and resource hubs, fast-moving buyer alerts, and CRM account intelligent dashboards.

Speakers:
Eleni Mitzalis, Director of Demand Generation, Contentsquare
Christine Polewarczyk, SVP of Product Marketing and Research, PathFactory

The buyer journey is ever-increasing in complexity and over 80% of B2B purchases involve more than 3 people. Driving MQLs as a Marketing function is outdated and is no longer useful to identify the best opportunities. But with the right insight and approach, you can pinpoint and maximise the right opportunities. Attendees will learn how The Marketing Practice helped VMO2B mine insights, unlock new buying groups, and generate £29 closed won business for every £1 spent.

Speakers:
Nimmi Bhalla, Director of Business Marketing, Virgin Media O2 Business
Brian Caulfield, SVP, Solutions, The Marketing Practice

As B2B marketing professionals, you’re always on the lookout for innovative ways to stay ahead of the curve and generate more leads, conversions, and revenue.  With the rise of Generative AI, the future of B2B marketing has never looked brighter.  In this session, we’ll explore the potential of Generative AI and how it can revolutionise B2B marketing strategies.  We’ll discuss how Generative AI works, the benefits it can bring, and examples of successful implementations.

Speakers:
Colin Day, Managing Director EMEA & Vice President Business Development, Oktopost

This session showcases Highspot sales enablement platform in action. Engage with our live demo, showcasing Digital Sales Rooms, advanced analytics, guided selling and more. Discover the transformational potential of unifying content, training, coaching, and insights on a single platform to accelerate your revenue strategy. See why HSBC, Slack, Docusign, Finastra, and more trust Highspot to power their revenue goals – and find out how you can do the same.

Speakers:
Tash Chowdry, Solutions Consultant, Northern Europe, Highspot

Learn how forward-thinking businesses are leveraging sales technologies to effectively land their value messaging to prospective buyers. In this session, you will learn how marketing and sales can benefit from sales technologies. We will also provide an integration walk-through and answer any questions you may have.

Speakers:
David Ledger, RVP, Sales Engineering, Seismic
Jack Ashman, Director, International Solutions Consulting, Outreach

In this session, we’ll explore the secret language of the decision makers—the CEO and CFO—and learn how to get your marketing budget request approved. Join Michael McGoldrick, Vice President of Marketing at MRP, as he takes you inside the minds of the true budget holders – and breaks down the key principles that will help you perfect your pitch. Topics covered include: • Attribution: Learn what it means to the C-Suite and how to communicate impact in their terms. • Tech: The critical approach required to ensure impactful technology investments and prioritized recommendations. • Presentation: How to capture (and keep) the attention of your CEO and CFO with information that quickly resonates. • FOMO: Tap into the C-Suite’s desire to keep up with the Joneses. Learn how to capitalize on this to make your pitch irresistible. • Be offensive (in a good way!): Embrace an offensive strategy that showcases your value to the business. It’s a surefire way to win over the C-Suite and increase your pitch success rate.

Speakers:
Michael McGoldrick, Vice President of Marketing, pharosIQ

Visual AI, which includes image and video analysis, offers the potential to streamline processes, enhance decision-making, and enrich user interactions. However, navigating the complexities of this technology demands a well-defined starting point. This session will guide participants through the essential steps to initiate and optimize their Visual AI journey. In this session, you will gain insights into how: – Well-defined business goals are necessary for successful AI implementation – Visual AI can effectively enhance various aspects of operations – Practical use cases showcasing Scaleflex’s AI investment in Digital Asset Management

Speakers:
Charles Hirel, Head of Sales, Scaleflex