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 you will learn what those solutions are so you can continue to grow and scale your business.

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.

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.

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.

In this session, we’ll focus on the “Service” part of SaaS. We’ll be sharing our 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.

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.

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.

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? Don’t panic, 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.

Join Loom’s Head of Growth Marketing and Head of Demand Generation as they discuss the challenges and strategies Marketing teams face as they support both the self-serve (Growth Product teams) and the sales-led (GTM teams) of the business.

Many founders make the mistake of raising money while planning for the short term only. Just getting cash in hand so you have runway. But there are strategies and tactics you can take when raising funds at each round that can help you ultimately prepare for your exit, whether M&A or IPO. This VC panel pulls together a diverse group of investors focused on each stage: Seed, Growth, and Late Stage in addition to Debt Equity.

As a leader, you never know when you’ll face the decision that will make or break you. In the early days of a global pandemic, Meetup CEO David Siegel had to pivot his company’s business model from being an IRL-focused community platform to offering online events. Learn to work with your feelings of fear and uncertainty to make smart, decisive calls even when the stakes are high.

Join Vertex where we will discuss how Tax compliance can add friction to omnichannel commerce, both internally and externally. And how an automated tax solution such as Vertex can minimize that friction. We will discuss sources of friction in regards to sales tax, what causes most of that friction and then give real-world examples of how to solve those challenges.

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.

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 will 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.

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 will share 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.

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 to 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.

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. We’ll 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.

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 will describe 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? 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.

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.

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. Dipanwita can share her experiences building a vertical SaaS company in a horizontal SaaS world, the driving factors, challenges, and long-term opportunities.

With great SaaS power comes great responsibility. As of 2022, SaaS is said to be worth over $170 billion and the SaaS industry has increased in size by around 500% over the past seven years. SaaS apps are ruling the world – and now it is time to rule it more securely. SaaS security is based on a shared responsibility model. While preventing DDos or Brute Force attacks may be your responsibility, what a user does with the platform once they’re in may need to be the responsibility of the customer. This shared responsibility model represents an enormous burden for most customers, as they need to manage security across numerous SaaS platforms. SaaS companies have a choice to make: either undertake expensive development to extend their internal security or partner with external cybersecurity providers that will concentrate on security for them through APIs.

In this session, Dror will discuss the financial impact of opening APIs to third party security providers, converting cybersecurity from a cost center to a new revenue stream. Effective security APIs enable 3rd party security providers to provide robust security monitoring and protection without the need to build costly security infrastructure directly into the SaaS applications being protected. As such, offering security through APIs can eliminate software bloat and provide value-added features that can drive revenue.

Dror will map out best practices for SaaS companies to construct security APIs that will ultimately enable third-party security providers to help alleviate the shared responsibility model. He will share battled-tested security API development lessons and tips he has learned from going through integrations with SaaS leaders such as Microsoft, Google, Salesforce, and Dropbox. Specifically, Dror will delve into how to create security APIs for scale across three core areas – Collaboration Controls, Activity Monitoring, and Data Loss Prevention. He will also give examples of how to address Access APIs (e.g. access requests, handshakes, and access approvals/denials), SaaS APIs spanning Collaboration and Content Control (such as file controls, file inspection (including malware, regulatory compliance), and user actions (e.g.logging, suspicious behavior).

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. Walmart recently released its Walmart Creator Platform. In this session, we’ll 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.

Join Chili Piper Founder and CMO, Alina Vandenberghe as she discusses the steps along the path that has taken Chili Piper to social media stardom ~4 million monthly organic impressions. This chat provides tactical advice on how to build your company brand and personal founder brand. Also discussed is the “equity dividend” – the benefits companies gain by helping those around them. These effects, already witnessed at Chili Piper and throughout the industry, are part of what we coin “the company of the future.” And it represents one of the largest branding opportunities currently available in the modern founders if they become early adopters. It’s also the next essential step for humanity and predictable company growth.