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?

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.

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.

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.

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.

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.

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?

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?

Lead your market! That’s right. In this session we’ll walk through and discuss the steps to creating true market leadership. We will look at companies who have succeeded and those who have failed. We will identify how you can plan and create a dominant market leadership position for your company.

As is true with most companies’ success, there is a fundamental strategy and plan that allows them to achieve greatness. We will walk through the best practices that many successful companies follow to become market leaders and share the group’s thoughts and ideas.

Unlock the power of Generative AI for personalizing each outbound message at scale and tailor your revenue generation strategy to fit your unique Go-To-Market. Join our session to learn how you can transform your revenue generation process into a precise AI-powered sales machine helping you generate highly engaged audiences, sales-ready opportunities and maintain a competitive edge in your industry.

Join our session to learn how to personalize your outbound at scale with Revenue AI and build meaningful relationships with your prospects. Our CEO will share best practices for leveraging machine learning algorithms and {{AI Icebreakers}} to create accurate buyer personas and tailor your outbound messaging to each recipient. With the power of both predictive and generative AI, you can now analyze vast amounts of data to gain a deep understanding of your target audience and personalize outreach at scale.

Of course you have access to insights. Whether running a campaign, or releasing a product etc. But, How are you taking a decision that is driven by insights. Did you try Augmented Insights as a wholistic approach?

It’s no secret we’re potentially headed for some turbulent times. How can marketing teams prepare for budget cuts and fewer leads without neglecting to take advantage of opportunities presented by market shakeups? Please bring some questions and insights centered around staying agile from a marketing perspective even when times get tough.

As businesses navigate a future of economic uncertainty, one proactive step they can take to reduce costs is to scale back on new tech and duplicative tech stack spending. This brain date session will focus on how companies can be strategic about their investments by repurposing hiring tech applications without sacrificing efficiency.

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.

No one size fits all marketing plan

Comes from understanding customers and market dynamics

GTM for pre-revenue stage companies

GTM for post revenue, scaling companies

Disruptive Innovation and Digital Transformation

Want to know the real secret to having real power in your industry? This Rainmaking BrainDate gives you the secret to building clientele, being a sought-after expert for media opportunities, and building the type of relationships that give you entre into a world not seen by most successful companies PERIOD. Through the Power of Rainmaking! Being a Rainmaker is essential to attracting, building relationships, gaining new clients and creating raving fans. Commanding top dollar in the marketplace and knowing how to sell is the REAL name of the game. Let’s GO!

From identifying consumer preferences and trends, to creating personalized marketing campaigns, and improving product offerings, this session will provide practical insights into how companies can leverage new mediums like metaverse, architectures like mesh & fabric, and generative AI to optimize engagement strategies and drive business outcome at scale.

Artificial intelligence has the potential to revolutionize healthcare and improve the employee experience. How can we leverage AI to optimize patient care and enhance the workplace environment?

One of the greatest distractions from client focus for SaaS CEOs is raising capital. Let’s discuss strategies to most efficiently use our time with prospective investors.

How do we harness the power of medical sub-specialties data to increase outcomes in favor of our customers, patients and organizational teams?

We’ll discuss a top-of-mind efficiency subject for most leaders, including CMOs and CROs on pipeline generation, pipeline acceleration and pipeline closing in current economic times.

Even with the massive layoffs from Big Tech, the demand for top tech talent is outpacing the supply. Nearly every organization has a huge need for tech professionals for their new projects, core operations, digital upgrades, data security, and many other initiatives. Organizations will continue to rely on tech experts, and that’s why unemployment remains low and salaries are increasing. Tech professionals are gravitating towards workplaces that cultivate a healthy work/life balance in addition to competitive compensation. Things we will be discussing are: remote and flexible work schedules, work-from-home stipends, bonus opportunities, professional development, encouraging PTO, and wellness programs.

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.

Most customers won’t buy, so how can you weed these folks out sooner so sellers don’t waste their time talking to the wrong people WITHOUT burning bridges?

We’re taught to assess every metric of efficiency from productivity to NPS to ROAS and beyond, but the reality is that sometimes, we might be measuring the wrong thing or an incomplete picture. Business leaders can be great technical executives and poor leaders when they fail to see that sometimes, the seemingly most inefficient ways to deal with team members and employees is actually the most efficient: taking time to meet people where they are and develop them while taking into account different ways of learning and behavior that drive us all forward.

Orchestration of roles across departments (Sales, Marketing, Business Development, Customer Success) is critical for both performance and efficiency. Ideally such role definition aligns with the customer journey – not siloed departments. This Braindate will primarily explore top of funnel roles, but all stages are open for discussion.

Automation and efficiency in trying economic times is the name of the game in marketing today. As a result, adoption of artificial intelligence is on a “hockey stick” curve – up and to the right. Our panel will discuss the financial and moral implications of the AI craze as it pertains to marketing. How much is real and how much is hype?

Sellers only influence ~5% of the buying journey so how do they make the most out of it? You might say it is all about volume. We believe the secret is the efficiency and quality of the interactions they have with their buyers. In a virtual and hybrid environment, understanding your buyers, spending time with the right accounts, and meeting stakeholders where they are on their buying journey, both rationally and emotionally, is the key to success. Join Marie Brunet, VP of Sales at Uniphore, in a discussion around the challenges facing B2B sales teams, the focus that is driving high performers, and the role AI plays in bridging the gap to enable better relationships, connections, and revenues.

By providing sales teams with the latest insights on competitors, products, and markets, businesses can gain a competitive advantage and close more deals. Join us for a discussion on strategies and tools for utilizing real-time tools to improve their competitive win rates and succeed in a highly competitive environment.

Success metrics for SDRs are far lower than nearly every other aspect of your organization. Failure is part of the process. So how can you create a safe space to fail AND thrive for your reps?

Every deal starts with an initial touchpoint and extends through the contract itself. The key to success is trust. And it needs to be built from day one. Join us to share best practices and learn from your sales peers.

How marketing and PR tactics can be leveraged to strengthen relationships with clients and help expose your brand across you customers organization to drum up new business opportunities.

By 2025, 60% of the workforce will be comprised of Millennials and GenZ. It’s important for leaders to start preparing for this monumental shift.

Cold calling has long been a traditional sales technique used to generate leads and close deals. However, it has become clear that cold calling as a standalone strategy is no longer sufficient for success. Influence Board is the first scalable, executive endorsed, purpose-driven replacement to cold outreach. Salespeople can make a donation to charity to secure a 1-hour meeting with a target business leader.

How to acquire new users through various channels, such as paid advertising, social media, and influencer marketing.

Customer feedback is critical in every business, but when marketing budgets are tightened and all eyes are on the bottom line, gathering reliable data and insights from the right customers at the right time becomes a game changer. In this practical session, we’ll discuss how CX strategies can quickly increase revenue, improve the quality of products and services, and advance strategic goals.

AR, PR, Demand Gen, ABM, Social Media, Product Marketing, Brand, Customer Engagement, Messaging, Content, SEO, SEM. We’ll shed some light on the black box that is modern B2B marketing including org structure, metrics, industry benchmarks and more.

In this discussion, we will review the 5 most common demand generation mistakes and how to avoid them starting with do’s and don’t’s of building a demand generation budget and how to effectively measure the results of your campaigns.

Selling value effectively to the C-level is more crucial for B2B SaaS startups than ever before, given frozen budgets, economic headwinds, and buyer indecision. This braindate will dive into the top 3 mistakes startups repeatedly make when pitching to the C-suite, and how to get ahead of them.

We will explore how adding direct mail to your demand generation plans can help generate new deals, accelerate leads in the pipeline, and close your largest target accounts.

Since COVID, the number of decision makers in a B2B deal has risen from 3-4 to 6-10. The buyers journey now typically has 27 touches. Let’s talk through ‘before’ and ‘after’ – what we are all doing differently to pull deals over the line.

Spending wisely while still fueling growth: The average SaaS company has more than 80 software licenses! Let’s talk about strategies to assess usage, combine efforts, reduce vendors all in an effort to lower spend and increase profitability.

Who owns go-to-market? How can you align all of your go-to-market teams so that you are all moving in the same direction? In this discussion, we’ll explore the teams involved in GTM, their roles, the 7 go-to-market motions that may be in play.

Most people over-analyze decisions and under-manage the consequences. Should we do basic analysis, make a decision, and then pay attention to managing the consequences? Is Success 10% strategy and 90% implementation?

The journey of transitioning a “white glove” sales and marketing GTM to a Product Lead Growth GTM. This will be a roundtable discussion in the holistic shift in velocity, data, traction channels and user engagement where the product leads and the sales follow.

In the current macroeconomic climate, it is more important than ever for GTM teams to execute efficiently, and cross-functional alignment is critical. Top organizations use a data to define a clear GTM strategy and drive aligned execution across sales, marketing, and customer success. How do companies pivot from talking about GTM strategy to executing against it?

The importance of first-party data is on the rise, but many marketers are just scratching the surface when it comes to unlocking its power. Come chat with the Fathom team to learn how we’ve leveraged insights gleaned from first-party data to understand patterns and more accurately predict the right time to connect with your customers to increase overall customer satisfaction, drive upsells and decrease churn risk.

Delivering ROI is essential, but it can be challenging to chart a new strategic path if you don’t have clarity on how your marketing programs will perform. The Fathom team will share examples of how they’ve helped clients forecast the impact of new strategies with imperfect information and their team can help your real-world challenges to give you peace of mind as you build and prioritize your marketing roadmap.

As the market slows down with companies responding to address demand reduction and productivity improvement, the imperatives are to find new ways of working.

To what extent can AI/exponential tech solve these challenges for both engineering and operations? How are the companies positioned to embrace the exponential tech and “invest” during these trying times with a competing objective of conserving cash flow?

You’ve got a strong strategy in support of clear goals – you put it into market, and it flops. Now what? The team at Fathom will share how they have helped clients navigate the art of the pivot, helping you know how to diagnose what’s working and what’s not; when to stay the course and when to pull the plug.

Discover how to scale your enterprise to reach global markets through effective localization strategies. Join us for an engaging discussion about on the power of localization in unlocking global growth, and learn how to speak the language of your customers around the world.

Traditionally cybersecurity has been under the remit of the CTO/CIO; however, as this is a significant risk of stopping the business or impacting the organization’s financials negatively, the CFO/team needs to understand and take the lead to mitigate the risk.

In this session, we’ll explore how Design Thinking can be applied to the sales process, with a focus on understanding user needs and pain points and using this information to drive more successful sales interactions.

Design Thinking is an iterative problem-solving approach that puts the user at the center of the design process. When applied to sales, it can help sales teams better understand their customers’ needs and pain points and create sales interactions that are more effective at meeting those needs.

In this brain date session, we will explore how Design Thinking can be applied to the sales process to create a more user-centered approach. We will start by examining the key principles of Design Thinking, including empathizing with the user, defining the problem, ideating solutions, prototyping, and testing. From there, we will dive into specific techniques and tools that can be used to apply Design Thinking to the sales process, such as customer journey mapping, persona development, and rapid prototyping.

Ultimately, the goal of this brain date session is to help participants understand how Design Thinking can be used to create more successful sales interactions by putting the user at the center of the process. By the end of the session, participants will have a better understanding of how to use Design Thinking to understand user needs, create effective sales tools and resources, and continuously iterate and improve their sales process based on user feedback.