Tech can provide some of the most powerful tools when it comes to making the next iteration of the virtual workplace more inclusive. But it won’t happen by chance. Building a diverse, inclusive workforce requires intentionality around getting input across groups or else we risk building a new system that is just as segregated as our current world.

In this roundtable discussion, we will discuss:

● How incorporating DEI makes teams feel more included within a company’s virtual culture.
● Advice for companies looking to consider inclusion as they build new products.
● Insight into how we can ensure we are taking a broad approach that considers how to build inclusivity for groups of all kinds.
● Why inclusivity needs to go beyond basic accessibility and include building processes and systemic behaviors that address inequities by building and maintaining connections, removing barriers, providing resources and creating equitable opportunities.

Attendees can expect a discussion with CROs about what it’s like managing a sales team in a post-Covid world. How do you encourage remote working without losing in-person bonding? What are best practices for offsites and kickoffs? What’s working well and what isn’t? Please join Natan Edelsburg, Muck Rack’s CRO for a lively roundtable. Muck Rack’s Public Relations Management (PRM) platform enables thousands of organizations including Google, International Rescue Committee, Pfizer, Golin, Zapier and Duolingo to build trust and tell their stories through earned media. They recently announced their $180 Million Series A with SGE.

When recessions hit, new deals tend to slow down, sales cycles drag for months on end, and marketing budgets are cut to make ends meet. But shrewd businesses leaders can turn crises into opportunities for rapid, intelligent growth. During this session, we’ll discuss how small companies can thrive in turbulent markets, realign their visions, adapt their product offerings, discover market gaps, and restructure teams for maximum efficiency.

Optimizing demand generation across touchpoints can help businesses maximize campaign ROI, by ensuring every opportunity is converted through hyper-personalization. It can set companies on the path to long-term, sustainable growth by reducing the CAC (Customer Acquisition Cost).

The roundtable covers best practices in getting conversions from qualified leads by optimizing the demand gen strategies. We will discuss new-age marketing strategies in terms of:

• Steps for optimizing demand gen with custom landing pages, CRO (Conversion Rate Optimization) and dynamic pricing strategy Etc.
• Revisiting the conversion funnel to identify areas of improvement
• Role of martech in accelerating the conversion opportunities.

While AI delivers massive value in internet companies what do enterprises need to do to get ROI by embedding AI in the right manner? How to match innovation with product market fit when it comes to AI.

In a hyper-competitive world, top-of-the-funnel leads and sales conversions are business critical for high growth businesses. By leveraging Artificial Intelligence (AI) in data solutions, businesses can improve sales velocity and accelerate revenue growth. AI enables sales conversion by enriching data with relevant data points from highly accurate sources. AI also helps gather intent signals from social media and search engines to reach in-market audiences.

The roundtable discussion will throw some light on how artificial intelligence enhances the B2B data for modern businesses and help them grow.

Some of the key discussion points include:
• AI enabled B2B Data enrichment for marketing campaigns, automated lead nurturing, email marketing, and automatic proposal generation
• Programmatic ML drives real-time B2B Data enrichment for hyper-personalization, target segmentation Etc.
• AI triggered sales acceleration

Heather Tenuto, Chief Revenue Officer of Zift Solutions, will walk SaaS companies through the crucial steps needed to take their channel partner program from fledgling to full force. By learning the tried-and-true methods Zift’s international customer base has utilized to launch and grow its partner programs, attendees will walk away from this session with actionable steps for how to attract partners, nurture those relationships, and transform them into consistent ROI for their business.

The growing usage of AI and ML in B2B marketing is helping businesses identify their ideal customer profiles, seamlessly nurture them through the funnel, and consequently convert them into customers in an expedited manner.

In the roundtable discussion, we focus on the role of modern technologies such as AI & ML in reshaping of traditional lead generation methods. The discussion will cover:

• Role of AI & ML in lead qualification, content personalization and multichannel integration
• Leveraging AI and ML to automate marketing operations
• Use intent signals from search engines and social channels to improve lead quality

With thousands of data points spread across accounting systems, CRMs and marketing automation, there is no shortage of data for Revenue Operations teams to analyze. However calculating and tracking metrics for key routines such as forecast and pipeline meetings, talent reviews and quarterly retrospectives can be a challenge.

This session will explore the top KPIs RevOps teams should focus on and the challenges / solutions to effectively monitor them.

Join us for a compelling discussion on the state of onboarding today. Collected in 2022 from HR professionals across the U.S., Click Boarding and Aptitude Research unveil exclusive, hard-hitting data on how to save new hires from the Valley of Uncertainty™.

– A lack of focus on the experience during the key transition from candidate to employee
– Disparity in investments and ownership between recruiting and employee engagement
– Leveraging data, platform strategy and automation to drive meaningful work

One of the fastest and most efficient ways to accelerate revenue growth is to develop, nurture and operationalize your company’s channel sales motions. Join this roundtable to discuss the steps to take to build out a partner sales strategy that can scale in kind with your business growth — and amplify your brand awareness. Together, we’ll cover staffing, partner tiering approaches, incentives, co-marketing initiatives and more.

Join CEO of Recruiter.com, Evan Sohn, as he dives into the world of work covering job market predictions, retention tips, and tools to help hire.

What percent of your employees truly know how they are performing in real time? And how many of your managers are drowning in browser tabs, dashboards, and reports? In today’s hybrid world, companies are struggling to understand performance. Join this roundtable to discuss how empowering teams with realtime transparency into performance insights can transform your managers into coaches and supercharge your sales team’s performance.

Expand and explain the role of the CRO in the realm of Geospatial intelligence. Will include discussion of Defense/Intelligence, Government and Commercial Business. Address the interaction of business operations and government engagement. Conclude with CRO next steps and where the role will be in the next ten years.

It’s harder than ever in today’s hybrid/virtual workplace to maintain a corporate culture. How do you monitor and measure your brand culture?

Imagine you woke up tomorrow, and your business was ten times the size it is today. What would break? It may sound like a hypothetical question, except it really isn’t. In this discussion, we will dive into the three main drivers of scalability issues– People, Processes, and Systems– highlight how to identify these issues, then discover ways to address them.

Prior to the COVID crisis, the world was already competitive. Post crisis, competition has intensified with new business models and additional “clutter” making it even more challenging to stand out from the crowd – even when we have compelling business propositions. In this session, Lonely Entrepreneur founder and CEO will outline what are the top skills and perspectives leaders need to implement in their companies to win in a hyper-competitive world.

With the rise of product-led growth at many SaaS companies, we’ll discuss what PLG is, how it changes the various roles across your company, and marketing’s role in enabling PLG and uncovering revenue opportunities in product-led organizations.

Many marketing professionals and executives struggle with this dynamic. How do you manage short-term versus long-term dividends and focus relative to marketing strategy and revenue outcomes? Join this round table discussion to discover ways in which you can find success in the short and long-term.

What has international expansion got to do with cooking a wonderful meal? Albert Vazquez-Agusti is the California-based Sway Ventures Partner that grew up in Barcelona, and ran European businesses before moving to the US. In Barcelona, one eats well on the restaurant terraces and also cooks well at home. The special ingredients are time, creativity and the best local ingredients . . . this session will cover why these are also important in international expansion especially for a US-base company, which targets Europe first.

The pandemic shifted so many trends in talent – it accelerated predictions about the future of work, caused a “great resignation” and re-shuffling, and flipped the table back and forth between an employer and an employee market. What have we learned and how are we thinking about the future?

Today’s sales leaders and their organizations have a mandate to hit their targets with less budget and headcount than expected to drive that growth. Revenue organizations must become more efficient and productive to deliver the committed results with less resources. Join this roundtable to discuss the 5 most proven methods to increase sales rep productivity, improve sales execution efficiency, and reduce forecast risk in difficult economic circumstances.

In this roundtable, we explore why diverse spaces matter when it comes to talent, and how sport and technology can learn from one another when it comes to developing more diverse and inclusive outcomes which ultimately transform into results!

Category creation has been around since the dawn of business to enable organizations to innovate, differentiate from the competition, drive financial results, improve employee drive, and so much more, but the successful application of category creation has never been more defined than it is today. During this roundtable, we will discuss the evolution of category creation, how today’s leaders are connecting the dots between category and strategic value, and how to apply modern methodologies to be your own category leader.

How would you operate if you had instant access to information about your customers, your operations, workforce and suppliers? What if you could more accurately predict and adapt to shifting markets and consumers all at the speed your business demands? Growth in mobile, artificial intelligence, edge and analytics are bringing the world of real-time to your business. How could real-time accelerate your growth and reshape how you connect with your customers?

Customers and investors have an increasingly higher bar for evaluating solutions that claim to use AI/ML. We will discuss the scenarios, metrics, and pitfalls that seperate the companies that successfully deliver solutions that transform their customers business.

Join us as we discuss the pros and cons of taking capital versus self-funding, and how to best prepare and manage your organization for either path.

This presentation will cover best practices for navigating through major changes within the sales and client success functions within any high-growth business. While change is normal, it isn’t easy for employees, managers, or leaders within any business. The discussion will cover the typical challenges individuals go through as they face change. It will cover pitfalls and how a leader can best position themselves as a support mechanism for their teams as they drive through the cycle of the different stages associated with change.

RevOps function has been on the rise in the past couple of years stirring the waters of more traditional Marketing and Sales operations. How should marketing, sales and revenue leaders structure their operations teams to ensure alignment, seamless collaboration and focus on growth.

How to evaluate and maintain a WTMD/WDS that will comply to government standard NIJ 0601.02 which will help defend your company against lawsuits like a 20 million dollar wrongful death incident.

A discussion around hacking growth related choices to maintain brand positioning, operational workflows and other roadblocks when scaling.

Growth is not about the success of a single department. It’s about focusing all teams across the entire business on outcomes that matter. Selling is about more than sales. Building is about more than engineering. In this practical session, we’ll discuss how to unite teams – regardless of function – and the positive impact it provides to scaling businesses.

Raise capital from your customers, ecosystem partners, and way more. Describe your ideal and your most likely investors–and why they fit that persona. Target them with creative communications across media. Convert your investors into customers Accomplish this all at scale. Raising capital is never easy, and some processes have way better long-term benefits. Come and learn some of the criteria to see if your raise fits equity crowdfunding, some pointers to get started and a few “inside baseball” tips as well.

Learn how to increase cross-discipline exposure, broaden team member perspective, and realize innovation—all from the perspective of an 18-year-old Enterprise Marketing Agency.Paxton Gray

What should you prioritize when marketing your startup? How do you get in front of brands and agencies to secure ad budgets? What kinds of marketing hires should you look for next, and how can you find them? Come with all your marketing questions and challenges, and we’ll learn from each other so you can focus on what should be most effective for your business.

It’s critical that we, as investors, take responsibility for the direction of innovation and technology rather than merely try to manage a portfolio. And while many of us talk extensively about this responsibility, few are able to live up to its requirements. Although it maybe easy to blame moral character, or incentive structures for such failings, I believe we should blame our intelligence and moral imagination. If only we had a model to deliver the kind of ethical and compassionate impact we all too readily ascribe to oursleves and our decisions. Innovation Ethics is such a model, which asks the investor to answer three simple questions: 1) what counts as innovation?; 2) who should be innovating?; and 3) how should we value innovations? I argue that answering these questions not only inspire the kind of moral imagination we need to cultivate in the investor community, but they also allow us to hold each other accountable in unique ways not afforded by other, abstract concepts such as CSR, ESG, and Effective Altruism.

We’ve entered a new world of work. Compliance-based people practices no longer cut it if you want to achieve sustainable success as a business. It’s time for a new mindset. It’s time to become a people-first company. Join Donald Knight, Chief People Officer at Greenhouse, for this roundtable discussion on how businesses can become talent powerhouses by fostering cultures and values that put their people first and unlock their potential at work. Join your peers to delve into specific actions you can take to build a competitive hiring and people strategy that is both equitable and human-centric.

The pandemic changed how America worked almost overnight. People left the office. Zoom and Google Meet replaced the conference room. And…people began to employ digital tools to a greater degree than they ever had before. More pdfs are being created. More documents are being emailed. More e-signature ink is flowing from the digital pen. But this way of working is far from the promise of digital transformation. People are employing digital technologies and they’re realizing some efficiencies – but, they’re not really changing the way they work.

Dive deep into the S&M Funnel 2.0. Discuss org design, KPIs and more from demand generation through customer adoption and growth.

How to adapt your management style to each unique situation or task to meet the needs of the team or team members.

Unpopular opinion – start ignoring your top performers more. The highly motivated seller who always tops the leaderboard and the super enthusiastic marketer who nails every project are not the team members who need your attention – so how do you motivate and engage the middle pack and tackle that untapped resource? Join this roundtable to discuss how you can rally around your middle performers to increase the productivity of your full team.

Keeping your sellers motivated and engaged takes more than your traditional leaderboard and is even harder to cultivate in all remote or hybrid environments. A healthy sales culture helps your team own the process, have autonomy in their own decisions, and achieve (or surpass) their goals. Join this roundtable to discuss tactics which can be employed to build a cohesive and motivational sales culture

What to do when the economy goes into crisis mode? Tactics and strategies on how to navigate tough times and emerge stronger than before.

The internet works with the fundamentals of its architecture. Master the architecture and you can help prevent most attacks. In this session we will go over DNS and how you can use it to safe guard your organization from desktop to mobile devices including 5G on an iPhone.

Attendees can expect a discussion with CMOs and Marketing VPs about the optimal ways to build a lead generation foundation from scratch. In this roundtable we will discuss: – Tips to develop a content library to fuel future campaigns – The optimal channels to stand up and pass up when building your marketing engine – Deploying timely marketing campaigns during all stages of your sales funnel – Putting in place the appropriate KPIs to track and maximize ROI for all deployed channels

Many companies – entrepreneurs are looking for ways to improve their business but are not aware of challenges faced and how to handle them. This discussion is to bring awareness of those and also how to overcome them?

The onset of Covid changed how we market and sell in dramatic ways. Gone are the days of relying on traditional media and sales techniques to find and win business. To that end, we will discuss: – Putting in place the appropriate marketing tech stack to compete and win in today’s remote world – Leveraging digital asset management platforms to optimize your online sales efforts – Leveraging the latest tools and platforms to build 1:1 relationships with your prospects and buyers.

Oftentimes companies purchase the latest technology and tools but are not leveraging them to their fullest. In this roundtable we will discuss the bare minimum tech stack SaaS companies can get away with as well as provide practical tips to get the most out of your CRM, website, email, ABM campaigns and cold outreach efforts.

In the last 6 months, the game has completely changed. Tightening funding and market means: it’s no longer a valuation chase for early stage founders. It’s a value game now. But, which specific value game should you be focusing on and how do you maximize returns from those games? The acquisition volume game? The hyper-target game? The referral game? The wait-and-see game?

Innovation as a service has a strategic impact on your organization. To be sure that you are on track helps this round table discussion. Intetics Inc. founder and CEO Boris Kontsevoi will outline the current innovation setup: processes, org structure, its elements: Digital Transformation, Automation, BPM, Software, Data, Analytics/AI, CoEsresources (infrastructure, cloud, cybersecurity), talent availability, and team formation, and will explain if it can be outsourced.

– The pandemic has changed the game – opportunities for individuals and companies have grown exponentially
– Those that act and recognize this change have a massive opportunity to scale – efficiently & effectively
– Those that don’t will be left behind and will face serious challenges that will impact their entire business.
– ‘How’ can you take advantage of this exciting new opportunity?

It’s no secret that employee retention rate shows how the company takes care of its team. It is a great indicator of the company’s stability and ability to find personnel that become loyal. High employee retention rate is also a perfect way to save expenses on the recruitment process.

Seven of the nine SaaS IPOs which had the best net retention over the past few years employed usage-based pricing models, companies including Slack, Snowflake and Elastic, according to “The 2021 State of Usage-based Pricing Report” by venture capital firm OpenView Venture Partners. Let’s focus on how to scale your business by leveraging usage-based pricing models. The discussion will center around how to model costs, determine product value, transforming your GTM motions, as well best practices for implementing and transitioning to usage based pricing.

Cutting checks doesn’t cut it. For early-stage ventures who need customers, developing relationships with corporations is the surest way to access real growth. When left to their own devices, though, most early-stage ventures and large corporations are unprepared to do business with each other. Entrepreneurs need to partner with organizations that have deep relationships with corporations, understand how they work, and can act as the consigliere to facilitate collaboration to get things done, cut through barriers, and prepare both partners to better engage.

What exactly is the Creator Economy? How Big an Industry is it? As a B2B or B2C organization, how might I leverage “Creators” to propel growth? In depth overview of popular Creator Mediums including: – Podcasting – YouTube & Video – Live Platforms (Twitch, Roblox etc)

Over the past few years, companies have demonstrated that they have an important and essential role to play in tackling the toughest challenges of our time. Increasingly, leveraging assets for good is proving to be not only the right thing to do, but is becoming a business imperative as expectations of corporate stakeholders evolve. With this shift, a new trend is emerging: Setting aside pre-IPO stock to sustainably and significantly fund a company’s social impact efforts. Top companies like Airbnb, Coinbase, DigitalOcean, Olo, Toast, Twilio, Unity Technologies, Uipath and more have ignited over one billion dollars in new philanthropy on their roads to IPO.

Join Jan D’Alessandro, President, Blue J Strategies and Head of the Pledge 1% Equity Initiative and Boardroom Allies program, in a discussion about how she helped these leading companies formalize their equity set aside for social impact prior to their IPOs. Delve into the details on how to build board consensus, choose the right model for setting aside equity and structure for your .org, and more. Find out more about the Pledge 1% Boardroom Allies, a coalition of top venture capitalists who have committed to supporting their portfolio companies in setting aside equity for social impact.

Public cloud application for SaaS end-user spending in 2022 will amount to $176.62 bill., about a third of the worldwide market of $599.84 bill. Yet, a closer look at these numbers suggest that the market is reaching a plateau. From 2016 to 2019, compounded annual growth reached 35%, which drops off to 20% from the years 2020 to 2023.
Topics:
– How will the marketplace be expected jumpstart SaaS growth again for the next 4 years and how will that impact suppliers’ margins and valuations soon?
– Will AI and PaaS be the additional growth drivers?
– Will China and India be eroding part of the U.S. huge market share of the SaaS market within the next 4 years?

Learn the why of SEO and its importance now, how Loom built consensus internally & how were monitoring that success

Today an overwhelming number of sales applications attempt to abstractly model human beings. Such systems are founded on the claim that buyers behave predictably every time.
We believe the former cannot be done and the latter is simply not true. These false premises have led much of the sales technology industry astray and to some extent downgraded the importance of salespeople as people.
We take a very different approach believing salespeople to be the entrepreneurs within enterprises – every company’s most important ambassadors who should be empowered by technology and not constrained by it. We further believe that there is a proven economic model that underpins a human-centered approach to selling and is always successful when applied.

Engaging the B2B customer is increasingly challenging in the post-pandemic world. But by leveraging the right marketing sponsorships, data and technology, it’s possible. Discuss how to increase visibility, enhance brand equity and engage target audiences to impact business goals.

Many companies start thinking about a M&A process too late in the company’s life cycle. There are several areas of the business that a company can do to prepare for M&A. By doing so, the company can ultimately achieve the best value and right buyer/partner. The session will discuss key areas of the business, strategic positioning, scaling the financials and leveraging the customer base.

Private equity funded companies expect unparalleled levels of high, efficient performance from their marketing departments. A technology company CMO needs to read the landscape quickly and develop programs that match and facilitate the lifecycle of a company: Acquisition, growth and sale. There is little room for experimenting, however creativity with results is thoroughly embraced. This discussion will review:

Need to close more deals with confidence and ease? This session is for you whether you need to take this back to your sales team or use it in negotiations. It’s one thing to start the conversation but how do you really close in this changing marketplace for business?

Marketing OKRs shouldn’t be arbitrary. They should be carefully designed to improve performance, generate revenue, and rally everyone around a singular goal. Of course, this is easier said than done — which is why we’re bringing in the experts to discuss this topic.

In this session, the smartest minds of marketing will come together to discuss how they:
-Set up quarterly OKRs that drive results
-Establish pipeline conversion metrics
-Manage a portfolio of motions across channels and teams

Each new generation of team members are dealing with an increasing blur of their personal and professional lives, and that means organizations need to be more explicit about what they stand for and what values they care about. Additionally, people are far more willing to give it their all when they understand your cause. In this session, we’ll discuss getting to and articulating the reason your company exists, and sharing that internally in a way that gets people fired up for the road ahead.

For those interested in an integrated campaign for demand generation, we also curate a series of in-person and virtual roundtables, webinars and networking events that target functional subsets, including: Marketing, Revenue Leadership, Customer Success, Customer Experience, Cybersecurity and Finance. These multi-pronged campaigns drive the highest ROI.

Join Amy Vosko, Vice President of Revenue Marketing at PathFactory, to discuss the building blocks needed to make the Marketing and Sales partnership drive repeatable revenue for your business. As we head into an uncertain economic H2, efficiency and alignment between these two teams will be key to hitting revenue goals.
Topics to cover
• The root cause of sales and marketing alignment missteps
• 5 building blocks to build and sustain the partnership
• The impact of successful alignment

How insights from your company and from external sources drive your decisions. Is your company prepared to benefit from augmented anlaytics.

Join this roundtable to discuss how to engage prospects/customers on multiple communication channels to build loyalty, convert more visitors, follow up and deliver great customer experiences throughout their journey.

We live in a world where new technologies are constantly being created to help solve issues and create opportunities.

In this panel discussion, the group will explore:
– The keys to a successful partnership between technology and sales teams during long and complex sales cycles
– What the ideal market feedback loop looks like from sales to technology to keep products on the cutting edge of customer needs
– Ways to manage friction between sales expectations and the limits of what technology can realistically deliver

How to set goals, strategize and plan, execute and report on Marketing activities

How to get your CEO and board to understand and support marketing investments

Despite times of economic uncertainty, revenue leaders are expected to hit their targets with less supporting resources. To overcome this, just-in-time coaching allows sales and customer success leadership to deliver the enablement needed to get more of their existing team, uplevel their reps, and drive more ROI out of their existing content. Join this roundtable to discuss ways you can augment your coaching and enablement today using in-real-time AI.

Investors’ expectations are changing fast. Are you up to speed on the critical customer metrics of today’s economic environment? Join ChurnZero’s You Mon Tsang in discussing the metrics that subscription businesses should focus on to grab investors’ attention now, and in the future; why net revenue retention is the one metric to rule them all; and why Customer Success, an underappreciated function, could be your key to long-term growth and value.

You Mon Tsang is the CEO and co-founder of ChurnZero, a leading Customer Success company, and a serial entrepreneur. He has founded four software companies: ChurnZero, Biz360, Engine140 and Milktruck.

The importance of developing a clear thesis, identifying your initial platform acquisition (that can be scaled) and insuring a cultural fit. Picking solid partners (shared vision), getting financial commitments and finding synergy opportunities.

A discussion of what early-stage VCs focused on SaaS investments are looking for as far as growth and other qualitative criteria in today’s Series Seed to Series B funding market. We will discuss expected growth rates, product-market fit, capital efficiency (i.e., burn), and other attributes of a compelling investment opportunity.

In a world with tens of millions of companies, when growing a B2B business often the hard part is to identify suitable counterparts, define which would be receptive and find a way to connect with someone senior enough to make a decision. In this session we’ll discuss tools and tips.

The new way for a SaaS company to survive and grow is now achieving profitable, sustainable growth, rather than growth at all costs. But this requires a shift in mindset and way of operating, across your entire GTM org and leadership; we will share the insights that we’ve gathered on how to do this from having worked with 700+ high growth recurring revenue companies.

The traditional definitions of workers and a place were turned upside down by COVID and will not return to that “normal.” Especially in the technology sector, the need to rethink talent acquisition, the use of full-time and part-time, benefit management and the true meaning the ”value versus cost” of talent must be rethought. Discussion will center on how to think differently about talent management post-COVID and the tools necessary to win the war.

Economic volatility. The Great Resignation. Remote work. It’s no wonder employee engagement rates are falling. In this roundtable we’ll take a hard look at emerging challenges facing GTM leaders and explore tactics for driving engagement, motivation, and connection among teams — despite the uncertain environment.

If your sales team is “feature-dumping” during SaaS demos, it’s time to address it—because it’s killing your close rate.

There’s a fine line between giving prospects the solution to their problem, and over-delivering a bunch of additional fluffy features they may or may not care about in the future.

In this roundtable, let’s discuss:
– What our prospects actually want to hear during a sales call
– Why less is more
– Better ways to close the deal

A strong, clear brand is a powerful tool in economic downturn. While many 2023 budgets may be more conservative than in years before, an emotional connection based on clearly articulated value can help preserve and even continue to grow business relationships. But in a world where customer touchpoints multiply every day, how do we preserve brand integrity and create affinity? This roundtable discussion will explore tangible strategies to increase brand consistency across the entire marketing & sales journey, customer lifecycle & beyond in an effort to reach that ever-so intangible brand affinity.

– What functions and levels are more important as early stage first hires?
– What are the key skill sets for a new generation of demand gen leaders as new digital and data trends emerge?
– Where is brand in the mix – can SaaS businesses afford to think about brand last and how does it fit in performance-based, analytics-centered business culture?
– Hiring consumer marketers for B2B Saas, do new trends suggest there may be a fit?

Automation has been used to increase efficiency and improve quality across revenue organizations for years, with industry mammoths like Salesforce leading the way. As expectations for sales teams to continue to drive efficient YoY growth increase, in the face of more complex sales cycles than ever, we have an opportunity to once again challenge and reinvent our idea of automation within the revenue org. This roundtable discussion will explore how we can leverage a new generation of sales technology solutions (like proposal automation) to improve quality, increase efficiency, and scale excellence across entire revenue organizations.

In the age of SaaS, where end users—not IT staff—increasingly drive tech-stack decisions, Gen Z’s adoption of new software often drives wider workplace engagement. Find out what motivates the youngest generation of workers, how to convert them into your software advocates, and how Gen Z can help accelerate software adoption by everyone.

No one could blame you if you thought the B’s in B2B stood for “boring.” But that’s starting to change. Cannes recently added a B2B category, after all. B2B is starting to look more like B2C, and brand marketing will inevitably shape the future of B2B. Find out why things like trust and creativity matter in brand-building even more in B2B than B2C and how to build them.

Marketing software and other IT options have ben evolving at a high rate in recent years. How can we keep up with the latest advancements, understand their potential benefits and value, and choose new solutions wisely?

Nearly 60 percent of companies believe they can use a one-size-fits-all approach for every marketing and sales conversation. Instead of tailoring their approach to their buyer’s situation, they try to apply the same messages to win new customers as they do to keep and grow existing customers.

But behavioral research shows a 180-degree difference between what motivates new prospects, versus existing customers, to buy.

In fact, using a one-size-fits-all approach can put most of your revenue and growth opportunity at risk!

In this session, you’ll learn new, science-backed messaging strategies to skillfully differentiate your acquisition and expansion approaches.

– Disrupt your prospects’ status quo to win new business.
– Defend and grow your relationships with existing customers.
– Use science-backed message frameworks to influence and guide your prospects’ and customers’ buying decisions.

Every SaaS company knows that PR is an important vehicle to helping build brand recognition and thought leadership, especially through rapid growth. But how do you go about creating your strategy? What does a cohesive thought leadership narrative look like? And how can you make news when there is no news? This roundtable discussion will give you fundamental things to consider when building out your PR strategy, and provide an open discussion forum to share best practices, challenges and learn from other SaaS leaders.

Today an overwhelming number of sales applications attempt to abstractly model human beings. Such systems are founded on the claim that buyers behave predictably every time.

We believe the former cannot be done and the latter is simply not true. These false premises have led much of the sales technology industry astray and to some extent downgraded the importance of salespeople as people.

We take a very different approach believing salespeople to be the entrepreneurs within enterprises – every company’s most important ambassadors who should be empowered by technology and not constrained by it. We further believe that there is a proven economic model that underpins a human-centered approach to selling and is always successful when applied.

In this roundtable, OneSignal CRO Josh Wetzel will lead a conversation about several core elements of marketing in a mobile-first world, including the value of building in-house technology that isn’t core to your business and the importance of identifying your competitive differentiation. We’ll end with a conversation about prioritizing development based on the value vs. cost of these topics.

We have an opportunity to do more with less. Utilizing intelligent solutions to reduce pressure on our CS organizations while honing in on high value opportunities is the right strategy for every CS leader today.

The new way for a SaaS company to survive and grow is now achieving profitable, sustainable growth, rather than growth at all costs. But this requires a shift in mindset and way of operating, across your entire GTM org and leadership; we will share the insights that we’ve gathered on how to do this from having worked with 700+ high growth recurring revenue companies.

Applying just-in-time manufacturing principles to your sales, CS and other organizational processes.
C-Bar charts are a tool for quickly identifying defects in a process. Use the same concept to find the blockers in your funnel, underperforming reps, or at risk accounts.

Product Lead Growth can catapult you to the top, but then what? In an increasingly commoditized market, customers have less incentive to stick with one provider over another. Explore actionable strategies to keep customers from jumping ship as your technology matures and competition increases.

In the current market, where fundraising pace has slowed and it’s recognized that not all revenue is created equal, founders and CEOs need to set their focus on longevity. This discussion will explore the current fundraising environment and how to build enduring businesses with sustainable unit economics and a moat that can evolve over time to surpass incumbents.

Getting products into the hands of your customers and users while removing frictions from the buying process are key elements in implementing a successful Product Led Growth Strategy. Join this round table discussion to share your experience, experiments, failures and successes working on Product Led Growth strategies and tactics. Leave invigorated with a few new ideas to try out and accelerate your business growth.

What changes need to be made to GTM strategies to deliver value need to be made in the face of constrained talent markets, softening demand, and a projected economic downturn? A roundtable discussion on changing landscape of GTM strategies in anticipation of growing challenges ahead.

Is your product and/or content designed to be multi-lingual at scale? Consumers across the globe prefer to buy from companies who speak their language, and companies who realize this too late face a scaling challenge right when they’re meant to accelerate growth. Come learn how to design localization into your product and/or content strategy from the start so you can transition smoothly from your core market into a scalable multi-lingual international growth strategy

Leverage incentives to both get meetings and close deals. Incentives can be traditional gift cards and discounts, but don’t have to be — donation incentives work better in most cases. Let’s chat about what incentive structures you’ve seen work and come away with new ideas for everyone.

Sales coaching is one of the highest-value activities a team can leverage, but one of the least utilized. Why? It’s viewed as arcane, time consuming, and hard to stand up and monitor. Let’s discuss how to establish this practice based on data, yet harnessing the qualitative expertise of sales leadership.

At Orum, we believe that live conversations are one of the best channels to cut through the noise and reach potential customers effectively and efficiently. Join this conversation to discuss modern strategies in building a winning outbound sales organization to help lower your revenue acquisition risks with live customer phone conversations at the center.

Are you new to revenue leadership and looking to start a new team from scratch? Then this roundtable is for you. We will discuss topics that focus on building out a brand new sales process, how to leverage who you know to jumpstart your sales and marketing hiring efforts, and the things that matter most on the march from $5 to $50 million in ARR.

Mike Ma, a former award-winning CMO turned Venture Capitalist, will lead a discussion on what VCs look for in growth at different stages. Topics may span successful tactics in growth hacking, outlooks on growth in a turbulent environment, and how to get more involved in the venture ecosystem.

Let’s talk about what’s working, what’s not and how we each are trying to solve it. Are you more focused on acquisition or retention? What are you doing to help your best customers and grow mutual value?

Impact your bottom line and community prosperity As the workforce is increasingly demanding flexibility, purpose, and impact from their lives and jobs, Bosses for Babies connects Florida business leaders who champion family-focused practices in their communities. When working parents are supported, employers reap the benefits of increased loyalty and productivity and decreased turnover costs. They can attract and retain the best talent and see the results in the bottom line. Family-focused practices decrease employee stress and enhance well-being–allowing parents the time and space they need to support their children’s development. This increases the economic security of families across the community and supports rising kindergarten readiness rates. Giving back in support of early learning contributes to greater kindergarten readiness rates that translate to better life and health outcomes for children and lower crime rates in the community.

Communications and Messaging tactics to grow SaaS based businesses. What’s tired and what’s wired? Discussing Omnichannel On-Demand Contact Center, CPaaS, Unified Communications, SMS, and Whatsapp.

Over the next 10 years the US economy is going to experience one of its greatest economic challenges- “The Aging Population.” As all the baby boomers retire over the next decade, its estimated that in 2030 over 20% of the population will be 65+. In this roundtable we’ll explore the aging population and the impact this $7 Trillion class will have on our economy and our healthcare system.

Acquisitions can really accelerate your company’s growth and product offerings. It can also stall growth if not executed properly. In this roundtable we’ll share stories on how to identify proper targets, integration strategies that will help you maintain culture and growth.

Companies often talk about their SaaS offerings in terms of what their service can do and the features it has. It doesn’t always line up with solving the problems that their customers experience, or it takes too much thought to understand how it can add specific value. If the value proposition is too complex, it can impede growth. In this discussion, participants will share their thoughts on how to cut through marketplace noise to clearly convey and track value creation and use the insights to accelerate their growth strategy.

In subscription and recurring revenue models, your support operations must transform its thinking from a cost center mindset to revenue center. We are moving to a market where efficient growth is rewarded over blitz scaling. Learn why investing in a proactive support experience is going to differentiate your financial metrics and your business from the rest.

The market is crowded, channels are noisy, and buyers want to be invisible. How do companies build effective relationships and cut thru the clutter in the era of the dark funnel? Let’s discuss ways that companies have successfully scaled lead gen to grow business and revenue despite seemingly impossible odds.

Growth is good, faster growth is better. The rule of 40, with growth rate at the center, has become a key valuation metric for SaaS businesses. So how do successful SaaS companies accelerate growth? This session will explore proven best practices.

– What are OKRs?
– OKR Superpowers (F.A.C.T.S.)
– The Difference: OKRs vs. KPIs
– Why OKRs: Cascading Methods, Cadences, Scoring, Retrospectives, and Strategic Planning

To enable a high-performance culture, the most critical principles are transparent communication, investing in people, and accountability. This session focuses on how these principles evolve through rapid growth of SaaS companies and provides guidance on the role of leaders in preserving a cultural blueprint through dynamic challenges.

Today it is harder than ever to find and retain tech talent. This roundtable will discuss best practices for building a pipeline of tech talent. We will also discuss ideas on how to best nurture, develop, and retain these employees.

As technological innovation affects radical change to existing industries and forces evolution in competitive business markets, it becomes increasingly important to “disrupt thyself” – ideally before disintermediation is thrust upon your product, service, or solution suite from outside forces. In this round-table conversation, we will share how a traditional media company employed “positive destruction” and a jobs-to-be-done approach to change their buyer and seller engagement model through a disruption-based, technology solution. Participants should come with their own case-examples to share how they have evolved their product solutions towards “where the market is going next”, and how that impacted their businesses, or current offerings and models.

Rule number one in Marketing is “know your audience”. Particularly in technology, companies are often bucketed in B2C or B2B yet increasingly there are companies that must market to both audiences. Whether it’s because the company sells products/technology for both audiences, or it’s because the end-user has to be marketed to individually as a consumer (B2C) to ensure you can win the business (B2B), companies are often forced to have a dual-audience approach. This usually means different messages, different channels and different outcomes/goals. How do you balance the both, particularly with limited resources and budgets?

Data-driven marketing has become table stakes, but how do organizations manage the many data sources available to them without getting overwhelmed? Join this session to meet other data-driven peers and trade ideas on how to tackle the available data and leverage platforms to utilize it in the best way possible.

Account-based marketing has been around forever (remember when we used to call it marketing?), but seems to be having yet another moment in the spotlight now. Implementing an ABM strategy requires careful coordination, but doing it correctly can drive outsized ROI. Join this roundtable to brainstorm on how ABM can fit into an existing marketing strategy, available platforms, creating needed alignment between sales & marketing departments, and quantifying the impact.

Whether or not you believe in crypto, the data shows it is reaching greater validation. Where are we on the adoption curve and if you want crypto exposure should you invest in a coin or the infrastructure necessary for crypto to become a mainstream investment opportunity?

With the rapid pace of technological change, the percent of CEOs worried about the availability of skills continues to increase and companies need better solutions to build a skilled workforce for tomorrow. During this roundtable, we will discuss practical ways to position your workforce for success by better optimizing your talent-building strategy to meet shifting skill demands.

This roundtable will be tactical. It will focus on the elements necessary to build brand awareness, targeted advertisements, SEO, and content marketing within an agile sprint methodology. If you’re trying to figure out how to implement and manage your digital marketing strategy this roundtable is for you.

Elevating content from static to interactive for different uses can directly increase ROI.

Establishing systems, processes, and coaching that focus on understanding your customers will empower your revenue teams to highlight your product’s features & benefits that help your customers achieve their goals and/or solve the problems that keep them up at night. Let’s talk about how this approach will maximize revenue outcomes across your revenue teams and how to implement and refine the process.

Ask any salesperson and they’re sure to tell you that getting a prospect’s attention and building trust is one of the biggest hurdles to closing more sales.

The great thing about personalized video, however, is that it accomplishes both.

Businesses that use personalized video in their sales process see on average a 70% increase in open, click-through, and response rates.

The important part is understanding when to use personalized video and whom to target so we gain a competitive edge.

In this roundtable, let’s discuss how we can use video to streamline our sales process and outreach.

Video is now the dominant language of business. 90% of multi-regional organizations manage their business in video conferencing. By 2023, 82% of all consumer internet traffic will be online videos. Whether we’re trying to drive conversion with external audiences or collaboration with internal audiences, the ability to harness the innate power of video to drive connectivity, engagement and productivity will be critical in determining an organization’s success. During this conversation, we’ll talk about how to leverage video AI to automate workflows, support a hybrid workforce and transform your business operations from intelligent to Genius.

The host of this table literally wrote the book on LinkedIn Sequencing. Chad Burmeister, Author of LinkedIn Sequencing and Director of Enterprise at Kennected, will facilitate a discussion around what’s working, and what’s not, when it comes to using LinkedIn to generate pipeline (and candidates)!

So much emphasis in B2B SaaS marketing in recent years has been put on prescriptive, feature-focused tactics that cause companies to blend together rather than stand apart. In this discussion, we’ll uncover the enormous opportunity to bring a B2C mentality to your next campaign. No different than the water cooler chatter about commercials the day after the Super Bowl, your business can produce memorable, effective content that resonates – at a price that anyone can afford (how’s FREE sound?). Fresh content -coupled with an effective distribution engine- could be the key to breathing new life into your marketing plans as we approach 2023.

We’ve seen private equity and banks already tighten, but there are other financing solutions available that have actually become more competitive in this market. In this session, Joseph Camberato covers what those solutions are so you can continue to grow and scale your business.

Are you marketing and selling the way your prospects actually want to learn and buy? The truth is, most companies market and sell based on their own internal processes and preferences. “Thou shalt sign up for our eBook then book a live demo then move from an SDR to an AE.” But is that what your prospects actually want? When was the last time YOU got excited about reading an eBook or clicking ‘book a demo’ when visiting a website?

Join Tyler Lessard, VP Marketing at Vidyard and author of The Visual Sale, to discuss the latest trends in how real people prefer to learn and buy in the digital-first world, and what that means for your own go-to-market strategy.

Nearly 60 percent of companies believe they can use a one-size-fits-all approach for every marketing and sales conversation. Instead of tailoring their approach to their buyer’s situation, they try to apply the same messages to win new customers as they do to keep and grow existing customers.

But behavioral research shows a 180-degree difference between what motivates new prospects, versus existing customers, to buy.

In fact, using a one-size-fits-all approach can put most of your revenue and growth opportunity at risk!

In this session, you’ll learn new, science-backed messaging strategies to skillfully differentiate your acquisition and expansion approaches.

• Disrupt your prospects’ status quo to win new business.
• Defend and grow your relationships with existing customers.
• Use science-backed message frameworks to influence and guide your prospects’ and customers’ buying decisions.

Messages matter. But the right message matters most. It’s easy for teams to jump to crafting great messages for websites, campaigns, or sales pitches. Without a solid sense of positioning, however, hitting the right message is a matter of luck.

Time spent on determining the positioning of your category, company and product goes a long way toward ensuring effective, efficient messaging and execution.

Every revenue leader wants to know how efficient their revenue engine is. But how do you know if you’re getting the full picture?

Without commission data, your revenue story is incomplete. Commissions earned, accelerators, incentives, and everything in between must be collected and analyzed to help you understand performance and trends within your sales org.

In this panel session, hear from revenue leaders who discuss why commission data must be a part of your revenue data mix, and how to ensure you have the tools you need to give you a complete and accurate view into commissions analytics and insights that will drive performance and growth.

How can SaaS companies navigate today’s market to continue building momentum and survive the current downturn? ClickUp, a once boot-strapped startup turned $4 billion SaaS company, utilizes full funnel growth strategies and loops to increase market share in the crowded collaboration industry.

In this session, ClickUp’s Chief Growth Officer, Gaurav Agarwal will share what growth strategies to prioritize during a recession and how to get the most value out of your growth investments on a leaner budget. Learn how to test across the funnel, personalize your message, and leverage data to keep your company’s customer acquisition and business growth on track.

The first lesson in marketing is to know your audience. Then what? Most of the world’s largest brands are built on similar core principles. Yet, when it comes to technical audiences, most rules don’t apply.

When Stack Overflow CMO Khalid El Khatib joined the company, he learned one immediate lesson: when marketing to technical audiences, you need to forget everything you know about traditional marketing.

In this talk, Khalid shares his top lessons learned from communicating plainly and transparently, to investing in creative swag, and why business leaders should think about marketing in the context of community building.

Increasingly, all marketing is digital marketing — even Super Bowl ads come with QR codes now. And in the digital marketing world, every call to action is a click, and every click leads to a website. And that’s where things can go sideways.

Most organizations don’t have clear ownership or metrics for success for how they leverage the web, leading to a dysfunctional working environment. Join Pantheon Co-Founder and Chief Strategy Officer Josh Koenig as he unpacks an extensive market research survey into the state of play, what industry leaders are doing to align, and how you can execute to win with the web.

Next year is expected to be a challenging year for companies with global unrest and economic uncertainty ahead of us. Yet every company expects to see growth through this time. How do you get there? Do you focus on product, brand, customers, or your employees?

Join Clint Oram, founder and chief strategy officer of SugarCRM as well as host of the Fuel Growth podcast for his insights on the roadmap to hitting growth targets next year.

With a focus on the “Service” part of SaaS, Brudis Limar share’s e-180’s unique 4-pillar approach to building human-centric client experiences. Hint: it takes more than having a great product!

Learn how to leverage your in-house expertise, your data, and your people to create client journeys that will transform your clients into your most greatest ambassadors.

In today’s world of unlimited information and data, learn how our panel of seasoned CMOs are able to weed through the forest and monitor the data that has the greatest impact on growth in real-time. They discuss how they were able to reach data maturity, what tools and techniques they rely on within their organizations, and tips for getting you on the right path in your own growth journeys.

Take a drive in any major city and the billboards are hard to miss. Not only are they advertising the next blockbusters, but SaaS companies are touting their services to daily commuters. While the push to increase incremental awareness and conversions is essential to maintain growth, there is a better (and safer) way to reach your target audience: Connected TV. CTV can help your marketing team generate demand for your services and hit your performance goals, with results you can actually measure.

Join MNTN’s Ali Haeri, Vice President of Marketing, as he outlines how Connected TV can help your team drive demand and ultimately increase your ARR. He’ll outline how CTV helps B2B businesses find their audience on the TV screen, and why this performance-optimized solution is an efficient use of your advertising budget. Plus, he’ll share how CTV offers solutions for all phases of company growth, from early stages to mature SaaS companies.

After a strong 2021 – growth on many levels, record amounts of outside investments, high valuations to name a few – 2022 threw a wrench in the works. Organizations have to revisit what their path to scale and profitable growth looks like. In uncertain times like these, companies who are open to think and approach key challenges differently are likely to have the upper hand. One of those key challenges is finding and retaining the right talent.

Embracing creative ways to employ a truly global workforce allows innovative companies to continue their path to growth, expand internationally and access the best person for a job, wherever they may be or may choose to work. In this session, learn more about how a distributed, global workforce can be a key ingredient to an organization’s growth and identity.

For many startups it begins as a team. The team does everything from closing business to delivering marketing t-shirts, and yes, they build the product too. But as the Startup grows the importance of teams is replaced by specialist skills and processes. Departments replace teams, and managers coordinate resources and slowly the startup grows up to be more like the companies it is disrupting. But it does not have to be that way. Startups can evolve into centric environments where people flourish, and customers and value are the priority.

In this talk Dave West, CEO and Scrum.org shares what some early stage companies are doing to build enduring people-centric organizations that are responsive to the customer and agile through the core. He describes how OKRs, The Spotify Model and Scrum can combine to build an organization ready to respond to the future.

Takeaways:

1. Learn the role Scrum can play in early stage companies
2. Learn how Scrum has evolved over the past 25 years
3. Learn what some early stage companies are doing to build enduring people centric organizations that are responsive to the customer and agile

As the economy has moved from growth at all costs to cost-efficient growth, it’s become imperative that you have a salesforce that is ready to face the challenges ahead. Do your people have the right talents and competencies to succeed against the headwinds of 2023?

AuctusIQ’s research has illuminated critical competencies that high-performers need to thrive and perform in the top 20%. This session will help you prepare your people for success for next year and beyond.

Babbel embraced a subscription business model more than a decade ago. Since turning away from freemium, it is now the leading language learning platform globally. One of the keys to its success has been adding churn reduction to its revenue strategy and automating retention.

Join Chargebee GM, Guy Marion, and Babbel CRO and US CEO, Julie Hansen, as they explore this and other strategies that helped Babbel accelerate growth. As well as insider knowledge and tactics from the $250m subscription business, the pair will discuss how customer churn transformed into a retained revenue growth opportunity, as well as the future and direction of the digital subscription industry.

Historically, Employee Experience and Customer Experience have been thought of as separate functions. One is about attracting and retaining talent, the other about building customer loyalty; one is the purview of the CHRO, the other Chief Customer Officer. Overlap and collaboration is often minimal.

There has even been tension between the two, which shows up in ideas like “the customer is always right,” or that being customer-centric means serving your customers first and employees second.

But new research from ServiceNow and ThoughtLab suggests that companies who break apart these siloes have a serious advantage. Organizations that focus on Total Experience – the alignment of EX and CX – ended up increasing their revenue, improving the quality of their products and services, and advancing their strategic goals.

Social media can be the wild, often unpredictable part of the internet, but it is also a force: for good, for connection and for business. With more than 4.7 billion users, social media has emerged as one of the most powerful channels for brands to establish brand equity, build stronger relationships with customers and further business objectives – that is, if they can show up and stand out authentically.

As a dynamic, constantly evolving and fast-changing space, standing out from the crowd on social has never been more challenging, especially for those in the business-to-business (B2B) space. For decades, B2B brands, particularly those in the SaaS space, have heavily relied on a corporate tone and feel for their social media presence – prioritizing professionalism above creativity. But in today’s digital-first society, it’s important to remember that there are humans behind every brand, and this dated approach often leads to low ROI and a lack of connection and trust with a brands’ core audience.

Join Tom Keiser, Hootsuite’s CEO, as he covers how B2B SaaS companies can trade in the traditional corporate speak to successfully build and sustain trust with their audiences on social media – while getting noticed. He will walk through what B2B customers want from B2B brands on social, talk through the best practices on social, and pull from his own personal experience leading the transformation of Hootsuite’s new brand identity.

As brands are pulling back from social media as their community hubs, company websites now serve as the center of community. Live video engagement on your brand property is the key to success moving forward.

During this session, Oana Manolache, CEO and Founder at Sequel.io, will talk about how to turn your website into a powerful lead conversion engine. She will share the strategies used by top-performing brands to engage their audiences directly on their websites and show you how to implement them on yours.

So you’ve nailed your pitch for startups and are looking to hook your first mid-market customer. But suddenly, the buyer is a bunch of different people and they want a bunch of new features. What to do? Join Vanta’s VP of Partnerships, Elliot Goldwater, as he shares lessons learned from working at Twilio, Adobe, and LiveFyre, and now leading Vanta into a mid-market leader as the company’s first VP of Partnerships.

Market research shows that consumer engagement in marketing content is actually increasing, contrary to popular belief. The issue is that the space in the market is so saturated with every marketing team fighting for consumer attention digitally; that in order to win new customers, you have to be the best in your space at digital marketing.

This panel will cover the best strategies to beat your competition in the new digital attention war.

Generic, horizontal SaaS solutions fall flat on their face when trying to tackle problems inherent to complex and highly regulated industries, such as life sciences. To solve real-world customer problems, SaaS providers need customizations, compliance, and domain understanding.

Enter vertical SaaS. Nithi shares his experiences building a vertical SaaS company in a horizontal SaaS world, the driving factors, challenges, and long-term opportunities.

Consumers don’t trust traditional advertising anymore, and marketers are struggling to replace that revenue stream. Many now turn to creators and partners for discovery, inspiration and driving purchases of their product or business.

In this session, hear from Jordana Beck, Director of Influencer Marketing and Walmart Creator, on how they, and you, should view the future state of partnering with influencers.