How do you choose the metrics that best tell your Story to investors?
How do you build them together, as a leadership team?
How do you benchmark?

Counting MQLs isn’t going to cut it anymore. Today’s marketing and sales leaders need to align on the bottom line metrics that finance is using to assess the health of the business. Let’s discuss what KPIs marketing and sales teams can both get behind.

We are sharing our best practices from executing hundreds of integrated direct mail campaigns for SaaS companies. Learn how your company can close new business from your target accounts through our extensive experience and lessons learned.

AI will be the most transformative technology of our generation; Extracting insights from a growing sea of data; Creating more engaging, more personal experiences for every customer; Making business decision faster, more accurate and more impactful. Real-Time AI will make all of this a reality, delivering not just predictions, but insights into individuals, systems and markets at the exact time they can make the biggest impact, driving stronger customer retention, growing revenue and keeping our core systems and operations moving uninterrupted. Join this session to learn how you can take advantage of the same AI model powering Uber, Netflix, FedEx and more.

With the constantly evolving sales landscape, it’s critical for businesses to equip their sales teams with the right tools to succeed. Join us to discuss the latest trends, technologies, and strategies for optimizing sales performance and driving top line growth for the modern revenue team.

Social media? Events? SERP? Paid media? There are endless ways to generate opportunities but where can you find the most value? Join us to share best practices and learn from your sales peers.

Where does your client get value from your product?
How can you use billing to differentiate from your competition?
There are a myriad of billing models, how do you choose, and automate, yours?

Come to this roundtable to discuss how to make any call, email, or social connection beneficial. Every touchpoint won’t lead to a meeting or added pipeline, but reps can gain vital information no matter what the result is.

Product development teams are increasingly leveraging real-time contextual data to inform and personalize their product experiences. Company and contact profile data can be used to streamline the sign-up process, personalize in-app content or deliver company-specific insights. This discussion will focus on how teams are developing and scaling these data-powered applications.

Employee retention is a critical issue for businesses looking to save money and maintain a strong workforce. What are some proven methods for keeping employees engaged and satisfied with their work?

Join this session on the future of Go-To-Market and RevOps to discover how AI, customer-centricity, and a data-driven approach can transform your revenue generation process. Gain insights into the latest trends in Go-To-Market strategies and learn how to optimize your revenue growth strategies leveraging AI to stay ahead of the competition.

Forget about the touchy-feely aspects of “company culture”. In this session, we’ll dig into the real and practical competitive advantages you can enjoy through the development and the alignment of your team with an inspiring and intentional company culture.

The alignment of your team with a correctly constructed company vision provides many competitive advantages including improved innovation, easier talent acquisition, better employee retention rates, employment cost savings, higher client satisfaction levels and greater brand preference. Let’s talk about the practical ways to develop this type of alignment within your team.

Discover the transformative shift in revenue generation strategies that’s revolutionizing the B2B SaaS industry. This engaging session will dive into the limitations and inefficiencies of traditional outbound sales teams – characterized by large teams of SDRs, Account Executives (AEs), and frontline sales managers – and reveal a more effective, innovative approach.

In the new world of revenue generation, companies are rethinking their sales strategies by working backwards from the capacity of top sellers. By focusing on a small number of high-performing sales representatives and providing them with high-quality leads, businesses can achieve more efficient and sustainable growth. This session will provide data-driven insights to demonstrate the advantages of this new approach, offer practical steps to implement these strategies, and highlight the potential for increased revenue and productivity.

Join in to explore the new world of revenue generation and learn how to capitalize on this paradigm shift to drive exceptional growth for your B2B SaaS company.

In the past, a bank run would require customers to queue up at the bank while cashiers slowly counted each dollar. In the digital world, billions of dollars can be withdrawn from accounts in a matter of hours, creating a liquidity crisis that can lead to overnight collapse of a financial institute.

In this round table discussion, we will analyze scenarios that can lead to enterprise risks arising from financial institutes. We will then discuss what data-driven smart processes and tools can be utilized in this digital payments driven SaaS world to mitigate the short and long term risks.

Corporate voices are not resonating, creators and influencers are getting the attention and the eyeballs. The content doesn’t get engagement, it’s the people. How can we take that resonance and use it for a b2b brand?

The incredible advancements in AI and its possibilities suggest we are headed to an era of unheralded productivity gains and maybe a huge loss of jobs. Is that true? Is the future looking bright or do we have huge societal disruption on our hands?

Come to discuss best-in-class Board governance practices and their relevance for the roles of an executive, a Board member, or an investor.

One of the biggest challenges marketing leaders face today is striking the balance between building for the future and driving revenue immediately. Chat with the Fathom team to discover where to invest your time and money to make the strongest impact at your organization.

In 2023, customer success and account management teams are crucial for revenue growth, especially with customers cutting back spending due to macro conditions. However, these teams are often not trained in sales and prioritize building relationships over asking tough questions or handling objections to prevent customer churn.

Join this conference talk to learn strategies for equipping customer success and account management teams with the tools they need to succeed.

In this roundtable, we’ll discuss how to maximize activity, efficiency, and culture building amongst your sales organization.

Join our session to learn how Buying Intent detection can accelerate your sales velocity and close more deals. With the power of AI, you can be alerted when opportunities become sales-ready, relevant buyers are identified, and external client signals are detected. It empowers Salespeople to take immediate action and engage with potential customers in the moment. Our CEO will discuss best practices for using Buying Intent detection alerts, and how to track ROI.

Have you applied ChatGPT into your daily finance work? How was your experience? What impact do you expect it to bring to our work?

How to overcome the fear of posting, engaging with others and getting in a rhythm on the platform. This is how I’ve been able to grow a following of 40k followers.

Even during slow or low hiring periods, it’s important that companies maintain a hiring mindset. In fact, it’s the perfect time to evaluate and improve your hiring strategy. This brain date session will explore how focusing on improving key areas of your hiring strategy now will enable businesses to be more agile and quickly pivot to meet changing business needs.

This session will explore how Design Thinking can be used to enable sales teams to be more successful, with a focus on understanding user needs and pain points, designing effective sales tools and resources, and continuously iterating based on feedback from the field.

Design Thinking is an iterative problem-solving approach that focuses on understanding the needs of the user and creating solutions that meet those needs. When applied to sales enablement, it can help sales teams better understand their customers’ needs and pain points, design effective sales tools and resources, and continuously iterate and improve based on feedback from the field.

In this braindate session, we will explore how Design Thinking can be used to enable sales teams to be more successful. We will start by discussing the key principles of Design Thinking, including empathizing with the user, defining the problem, ideating solutions, prototyping, and testing. We will then dive into specific techniques and tools that can be used to apply Design Thinking to sales enablement, such as customer journey mapping, persona development, and rapid prototyping.

By the end of the session, participants will have a better understanding of how to use Design Thinking to understand user needs, design effective sales tools and resources, and continuously iterate and improve their sales enablement process based on feedback from the field.

Today we are seeing both an impending recession and record inflation. It is important for businesses to use their most effective tools to drive profitable growth. Pricing is one of the highest ROI initiatives for companies – when it is used properly. In this session, we are excited to discuss packaging & pricing red flags, pricing opportunities, roadblocks to success, and the impact companies have achieved with better pricing.

How to identify and develop strategic partnerships with other companies, non-profits, and influencers to amplify your message, reach new audiences, and create value for both parties.

With the macro pressures, businesses need to find innovative ways to scale productivity of their revenue team. Join us to discuss using AI to optimize sales performance and achieve greater success with fewer resources.

The sooner your reps can start adding pipeline, the more valuable they are to your organization. This discussion will center around how you can drive down the amount of time it takes from first day to first meeting set.

Does your payment platform enable success? Trevor discusses his transition as a merchant at Microsoft to being the solution provider and how the right partner can scale your ambitions beyond payments.

RevOps teams increasingly find themselves managing data from a wide variety of sources and applications – including first, second and third-party data contributors. In this discussion, we’ll focus on the data privacy considerations and compliance best-practices emerging in today’s fast-moving landscape.

Our team has collaborated with some of the most successful CMOs across a wide array of industries. Through these partnerships, we have learned firsthand what key attributes set marketing leaders up for success and what poses the greatest threat to achieving their goals. Join Fathom to uncover our key takeaways from our strategic client partnerships that can drive you forward as a marketing leader.

Investors’ expectations have changed. 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 NRR and GRR are dominating; and why Customer Success, an underappreciated function, could be your key to long-term growth and value.

Get ready to feel the empowerment that comes with saying NO to unproductive sales and marketing efforts and wasted time. In this session, we will focus on identifying the key strategies that you and your team need to utilize your sales and marketing resources more effectively.

Using predictive modeling, understand how to create the right marketing mix and how to enhance your sales closing rates through a variety of biz dev channel strategies, including digital marketing, existing client growth initiatives, resellers, referral partner networks, product enhancements, and more.

As the cost of healthcare continues to rise, many businesses are struggling to provide adequate coverage for their employees. What can we do to address this issue and ensure that everyone has access to affordable healthcare?

Relevancy is critical to your business’ ongoing success. In a world of changing consumption, new tools, AI, and faster than ever innovation, creating and maintaining relevancy in your marketing has never been more difficult. Learn how to stay ahead of this huge curve.

In this session, we will discuss how to take a step back from your business, create a fresh perspective, understand the challenges and needs of your customers, and how to continually recreate and maintain relevancy within your space.

The way companies scale has changed in 2023 – and many early and growth stage companies are rethinking how their ICP (Ideal Customer Profile) can be used to guide both their product development and GTM strategy. This discussion will focus on how companies are putting the concept of ICP to work in these two key areas – with the goal of achieving profitable growth sooner, given today’s economic landscape.

At this point, most folks have played around with ChatGPT, but do you want to know more about how it works (in layman’s terms), and how it can really help your business? What are some of the latest AI trends in this crazy fast moving space?

Your value proposition is critical to your company’s success. Learn how to craft a value proposition that resonates in an uncertain macroenvironment.

Companies must build great products that deliver mission-critical value to teams. But, building a 100-year business requires leaders to think beyond product innovation. Developing a robust ecosystem and community is a huge, often under-utilized lever that makes customers your own product advocates helping to drive deeper expansion across customer teams. Atlassian’s Chief Revenue Officer, Cameron Deatsch, will share how to build and foster an authentic community where community members are deeply engaged, can help drive innovation and can become an important lever to deeply understand customer needs.

Learn how to leverage the potential of owned content and harness the power of AI to drive demand and conversions. In this session, Oana Manolache, CEO at Sequel.io, will share her insights into how strategic implementation of owned content can effectively support the customer journey and boost conversion rates at all stages of the funnel. She will dive into the innovative applications of AI for optimizing content creation, repurposing, and distribution to maximize the efficiency of marketing teams.

Customer success departments will face a lot of new challenges and change in the growth from $20M to $300M ARR. This will include new responsibilities, a need for specialization, the impact of growth initiatives and the inevitable move from growth from new business to growth from the existing base. Let’s talk about these challenges and ways to prepare for them. This will be a followup to a stage session on Day 1.

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? Our 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.

How can SaaS companies navigate today’s market to continue building momentum and survive the economic downturn? In this session, two growth leaders, who have collectively managed over $1B in marketing spend, reveal which strategies to prioritize during a recession to outpace the market. Learn the latest on what channels are working right now, what strategies to divest from, and how to build a solid culture that leads to success! They will also unveil findings results from ClickUp’s latest survey of executives about how their businesses are doing, what strategies are at the top of their playbooks in 2023, and what advice they have for other leaders navigating uncertain and turbulent times.

Understand how predictive modeling creates a higher marketing ROI by streamlining your marketing channels, identifying your best marketing ROI opportunities, and pinpointing your critical KPIs for tracking.

Understand how to use these models for broad market campaigns, existing client growth initiatives, building referral partner networks, introducing product enhancements, and more.

As an internationally-recognized thought leader whose TEDx appearance, keynotes, blogs, and books reach hundreds of thousands of business leaders each year, Karen Mangia is a catalyst who uses curiosity and diversified creativity to empower individuals, teams, and organizations to sustain success. With over 20 years of experience in communications, customer relationship management, and everything to do
with “the business of people,” she is a champion of integration with a wealth of knowledge that empowers individuals, teams, and organizations to find freedom and create choices that move them from limited to limitless. Whether it’s personal or professional, individual or collective, Karen provides a framework for immense growth to people who are feeling stuck in their current chapter. Achieving the impossible begins by doing the doable. Are you ready to see new possibilities inside of old problems and achieve Success From Anywhere?

In today’s dynamic marketplace, traditional acquisition strategies just don’t cut it. Integrating an ABX approach will allow you to better engage with key decision-makers and increase your win-rate. Discover real-life examples of how ABX has positively impacts revenue goals, and participate in an insightful Q&A with industry experts to refresh your revenue strategies.

Jen “DemandJen” Allen leads Community Growth & Partnerships at Lavender and co-founded the community, Social Social. Jen was the Chief Evangelist at Challenger Inc. and host of the Winning the Challenger Sale podcast. Jen works with Sales teams to help them stop losing deals to status quo, price, or no-decision. Jen spent the last 18 years selling and advising CEOs, Chief Sales Officers and Chief Marketing Officers, for Challenger Inc, Corporate Executive Board (CEB) and Gartner. Jen holds a Bachelor of Arts degree from The Pennsylvania State University and resides in the Chicago suburbs with her 3 dogs and 4 step-kiddos.

Without a good reputation, you don’t have credibility and sales will be negatively impacted. Establishing the right comms for brands and executives is crucial for building reputation. Hear real-life examples of how to harness comms campaigns across media, owned, social and paid to increase reputation and ultimately support business goals.

We all know the B2B buyer journey has changed dramatically over the past few years – and that now a new economic landscape is creating go-to-market pressure across tech sectors. So, how are modern marketing teams rethinking how they approach, engage and convert their best-fit prospects – in a way that recognizes the buyer is in charge?

Join Ross Moser, CEO of Clearbit, and his guest as they discuss how deeply understanding
your ideal customer profile (ICP) and their progress through the buyer journey is revolutionizing how teams structure – and succeed in – their go-to-market efforts.

Come and learn how others have steered through one of the most complex and important undertakings in a company’s growth path. What are the signs it’s time for a refresh? What steps can/should you take to drive this initiative forward? Where do you begin?

While many companies claim to cluster their customers into groups, very few have an actionable segmentation. Having an actionable segmentation means you can act differently – have a differentiated marketing and sales approach. In this session, we will discuss why needs based actionable segmentation is valuable, how to approach segmentation, and what to use your segmentation for.

We will explore the most effective and creative strategies for customer growth in B2B SaaS this year. Our focus will be on tapping into new customers and utilizing the potential of existing ones through upselling and cross-selling techniques. We will also discuss and share strategies for validating tactical execution and maximizing efficiency, providing founders, marketers or sales professionals with practical frameworks to achieve their growth objectives.

According to Crunchbase, 57% of C-suite executives prefer to be contacted by phone. Additionally, 82% of buyers accept meetings with sellers who proactively reach out. This shows that not only do the decision makers prefer phone conversations, but gatekeepers do as well. Phone-centric sales reps have nearly seven meaningful conversations per day vs. the three that email-centric reps have.

All this data leads to one definitive point: dialing can (and should) be an integral part of your outbound sales arsenal. Colin Specter, VP of Sales for Orum, will discuss the trust and human connections that sales reps are building through cold calling and how these relationships drive greater pipeline and longer lasting customer deals. The ROI of dialing makes it paramount to not just survive but thrive in this economic climate. This presentation will prepare you to arm your sales managers with the tools they’ll need to create, sustain, and grow a cost effective calling culture at your organization.

Building a seamless user experience across geographies and cultures is key to
global growth. And translating a global vision into a deeper connection with local audiences is essential to scaling up.

Join a lively discussion on how to approach global markets and build a scalable
process.

Every business has an operating system. Recognizing and evaluating it objectively can have provide massive leverage and returns.

SaaS pricing models present unique challenges for billing, accounting, and finance teams at growth and late-stage companies. Come learn from former Dropbox finance leaders Brad Silicani and Scott Woody about how they scaled a subscription business from Series B to IPO. Brad and Scott will share what they learned about managing SaaS billing at scale, and how to avoid some of the pitfalls they encountered as complexity grew.

Discover the transformative shift in revenue generation strategies that’s revolutionizing the B2B SaaS industry. This engaging session will dive into the limitations and inefficiencies of traditional outbound sales teams – characterized by large teams of SDRs, Account Executives (AEs), and frontline sales managers – and reveal a more effective, innovative approach. In the new world of revenue generation, companies are rethinking their sales strategies by working backwards from the capacity of top sellers. By focusing on a small number of high-performing sales representatives and providing them with high-quality leads, businesses can achieve more efficient and sustainable growth. This session will provide data-driven insights to demonstrate the advantages of this new approach, offer practical steps to implement these strategies, and highlight the potential for increased revenue and productivity. Join us to explore the new world of revenue generation and learn how to capitalize on this paradigm shift to drive exceptional growth for your B2B SaaS company.

As the economic downturn persists, sales teams are compelled to find ways to do more with less and capture – and then protect – every dollar. To do this, top B2B companies are turning to AI and data analytics to position their go-to-market teams for growth, even in this unstable market. Join Udi Ledergor, Chief Evangelist at Gong, to hear how companies like LinkedIn, Shopify, Slack, and others have generated strategic business results and made their sales organizations more efficient with AI, and come away with a framework for what to consider when modernizing your sales force.

AWS Cost optimization is the need for an hour for any business, particularly SaaS. It is often overwhelming (and confusing) to choose from so many vendors making tall yet ambiguous claims including “potential savings”. Join us in this session to demystify the entire FinOps ecosystem in just 20 minutes, and learn how can you get contractually guaranteed savings. Yes, that’s really possible!

Join three CMOs from leading SaaS companies for a spirited, dynamic & extreme-paced fireside panel focused on how to continue to drive growth for your company during a downturn. The panel will explore: Efficiency through human capital vs automation The relationship between growth and comfort How to encourage a team to adopt a growth mindset and work smarter together towards greatness How to remove the factors that limit growth Examining critical issues for a sales/marketing organization in growth stage

According to Gartner, $330B of SaaS will be bought and renewed in 2023. But close to $90B+ in SaaS spend is wasted today. That’s almost 28% down the drain. In this session, we cover key insights from our recent survey of finance leaders across 150+ prominent organizations on how global businesses buy and manage SaaS. Delve deep into frameworks and best practices to evaluate upcoming purchases and uncover what your teams need to know before buying their next tool.

Modern businesses have a fundamentally different relationship with their customers. Maintaining and growing these new types of customer relationships require new business models, organizational structures and technology enablers. During this session, we will introduce you to the “Modern Business Works” a set of design principles that draws on more than a decade of Zuora’s experience helping the best businesses become more customer-centric and future-proof. We’ll share our new operating framework that include KPI benchmarks specifically designed for this new paradigm. Whether your business model is based on subscriptions, consumption, or a hybrid approach, learn how applying the principles of Modern Business powered by Zuora’s flexible monetization solutions will unlock your full growth potential. During this session, we will introduce you to “Modern Business,” a resource that draws on our extensive experience in helping companies organize and operate to support business model innovation. Whether your business model is based on subscriptions, consumption, or a hybrid approach, learn how applying the principles of Modern Business powered by Zuora’s flexible monetization solutions will unlock your full growth potential. Key Messages: Design Principles of Modern Business. Applying Zuora’s Journey to Usership approach to do the work efficiently and effectively for you truly become and be a Modern Business.

In this session, we’ll examine how Design Thinking can be used to drive sales growth, with a focus on understanding user needs and behavior, identifying key drivers of growth, and designing experiences that align with those drivers to accelerate sales growth.

Design Thinking is a human-centered approach to problem-solving that emphasizes empathy, creativity, and iteration. When applied to sales, it can help sales teams better understand their customers’ needs and behavior, identify key drivers of growth, and design experiences that align with those drivers to accelerate sales growth.

In this braindate session, we will explore how Design Thinking can be used to drive sales growth. We will start by discussing the key principles of Design Thinking, including empathy, ideation, prototyping, and testing. We will then dive into specific techniques and tools that can be used to apply Design Thinking to sales growth, such as customer journey mapping, persona development, and rapid prototyping.

By the end of the session, participants will have a better understanding of how to use Design Thinking to understand user needs and behavior, identify key drivers of growth, and design experiences that align with those drivers to drive sales growth. Participants will also learn how to continuously iterate and improve their sales process based on feedback from the field to ensure continued growth over time.

AI has the ability to radically transform the way we think about our organizations and workforce. We will explore a variety of considerations, benefits and challenges for building the Augmented Enterprise of the future.

Own the data, own the problem. Ensuring interoperability across systems used by different operating units.

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?

In the rapidly changing business climate cyber security is one of the fastest growing threats. Are you and your leadership actively thinking about the problem, what you can do about it, and being insured if things go wrong?

After working with over 2,000 SaaS companies, a set of frameworks has emerged on how to tell your story to investors, track it with metrics, and predict its future.

In this session, we will cover:

• Choose Metrics that best tell your story.
• What do investors expect to see, based your stage and billing model
• How do you build the model, and culture, to forecast and hit your Board and Stretch Forecast

In this keynote speech, Cathleen will share a proven framework that elevates a SaaS CFO from a tactical role to a strategic partner to CEOs as a change agent and long-term value creator.

At Fractal we doubled our profitability while delivering 50% revenue growth last fiscal. Join my session to learn the secret sauce behind how we succeeded.

2023 is the “year of efficiency”—and some companies are hitting the brakes on their customer experience efforts in a bid to ride out economic uncertainty. But that’s a mistake. In this session, ServiceNow Global VP of Customer Experience Matt Lombardi will explain why now is the right time to double down on CX investments, as well as the efficient way to scale your CX program to help your SaaS company weather the storm—and thrive in the sunshine.

How can marketing leaders cater to C-suite ambitions and address board expectations using the analyst ratings. What objectives of C-suite can be established and realized by leveraging the analyst firms like Gartner/Forrester/IDC etc?

How the modern FP&A function can leverage a network of highly connected systems and processes to support their rapidly growing business (without growing finance headcount).