Revenue Leadership

In Person – Why Comp Plans Matter: How to Prevent Churn and Protect Revenue

May 4th, 2022 @11:30 am
Employee churn is costing your sales organization— big time. U.S. businesses lose $1 trillion to voluntary turnover per year, and in B2B sales, the average turnover rate is a whopping 35%.

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Speakers

Anna Fisher

CMO Spiff
Anna is a results-oriented marketing leader with a proven track-record building integrated marketing organizations by blending brand strategy and demand generation. Prior to joining Spiff, Anna served as the Vice President of Marketing at ZoomInfo where she led lead generation, brand awareness, product marketing, and customer marketing. Anna is currently based in Boston where she lives with her husband and 3 children.

In Person – Why Comp Plans Matter: How to Prevent Churn and Protect Revenue

Employee churn is costing your sales organization— big time. U.S. businesses lose $1 trillion to voluntary turnover per year, and in B2B sales, the average turnover rate is a whopping 35%.

Compensation is the biggest line item at any organization, but revenue leaders often overlook the processes behind it—and how much it can affect employee happiness, productivity, and retention (after all, 89% of sales turnover is caused by deficient compensation!)

We’ll dive into why turnover is such a huge issue in sales, how it’s financially draining your organization, and actions you can take to address the root of the problem and effectively stop sales rep churn in its tracks.

Sponsored by

Revenue Leadership

Striking a balance in protecting the business and winning the deal

May 4th, 2022 @1:00 pm
In these unprecedented times (just kidding!). Seriously though… No matter which direction we approach from, we’re all focused on growth, keeping operating expenses down or both.

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Speakers

Johann Wrede

CMO Xactly
CMO Johann Wrede is a transformational leader with a diverse background and a history of delivering high-impact marketing to inspire brand advocacy among customers.

Jamie Anderson

CRO Xactly
Jamie Anderson is a proven tech executive with a reputation for building and scaling global sales and go-to-market organizations. Prior to joining Xactly Jamie held senior executive roles with Adobe, Marketo, and SAP.

Elizabeth Soloman

CFO Xactly
CFO Elizabeth Salomon is a trusted executive advisor with a consistent track record of providing sound financial guidance in complex settings demanding financial and business acumen.

Striking a balance in protecting the business and winning the deal

In these unprecedented times (just kidding!). Seriously though… No matter which direction we approach from, we’re all focused on growth, keeping operating expenses down or both.

Finding the right balance among mounting pressures⸺margin compression, inflation, rising operating costs⸺is tricky when you’re coming at it from different angles.

Cozy up with Xactly’s CRO and CFO for a fireside chat focused on the new strategic imperative: increasing topline revenue, while improving bottom line efficiencies.

As finance and revenue practitioners, our leaders will discuss the very real impact these challenges have on go-to-market planning, revenue team performance, and pipeline management and prediction. This fireside chat could get heated!

So the question is, how do you sustain growth, while reducing expenses? You’re about to find out. Join us!

Sponsored by

Revenue Leadership

Deliver Outbound Experiences Your Buyers Can’t Ignore

May 4th, 2022 @2:00 pm
Before you can even say "email blast" your company’s prospects have deleted dozens of emails, ignored flashy display ads, eye-rolled at yet another uninvited cold call and, well, you get the point. They're busy. And your teams are too.

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Speakers

Greg Segall

CEO Alyce
A serial entrepreneur, Greg Segall founded his third company, Alyce in December 2015 with the goal to fundamentally change the way people invest in business relationships using corporate gifting, swag and more. The mission is to help everyone create personal bonds with everyone they do business with.

Each “investable” moment create by Alyce is built on the 3 pillars of giving:

  • How to create an experience that can authentically bring people closer together
  • How to give back to planet
  • How to give to those in need
Prior to Alyce, Greg was the former founder and CEO One Pica, a premier global e-commerce agency, where Greg worked on some of the largest commerce and supply chain infrastructures in the world, including 3M and Scholastic. Greg has also invested, scaled, and aided the acquisition of several retailers, taking them from single-digit operations to hundreds of millions of dollars within a few years. One Pica was acquired in December 2012 by a holding company in San Francisco.

Greg lives in Massachusetts with his wife and 5-year old ninja warrior. He is a tech geek, fitness freak, podcast junkie, baseball monkey and 6-string shredder.

Sydney Sloan

Limited Partner Stage 2 Capital
She may sound like a superhero in a Marvel movie, but Sydney Sloan is more commonly found flexing her B2B marketing superpowers in the form of creating unexpected, personalized customer experiences. Sydney was most recently the Chief Marketing Officer at SalesLoft, and has also held senior leadership and advisory roles at Adobe, Marketo, Demandbase, Alyce and Sales Impact Academy. She possesses extensive global experience championing heroic marketing and sales applications aligning teams to deliver superior customer experiences. She is driven by a passion for the greater good, uncovering innovative ways for companies to capitalize on the ever-changing world of technology. Sydney's biggest super-power is implementing innovative techniques for increasing customer engagement and loyalty, utilizing digital touchpoints and account-based strategies to drive results.

Kristin Scott

CRO SeekOut
Kristin Scott is the Chief Revenue Officer at SeekOut. As an experienced revenue leader, Kristin is focused on building high performance teams and driving the best customer outcomes. She joins from Appian, a low-code automation platform where she spent nearly a decade. At Appian, Kristin quickly climbed the ranks and was ultimately promoted to Head of North American Enterprise Sales, where she led the team's new customer acquisition, expansion, and renewal business across Financial Services, Insurance & Broad Markets. During her tenure, Appian underwent exponential growth and was the number one tech IPO of 2017. She helped found and served as the President of AppianWomen, an employee affinity group for women and their allies in the workplace. Prior to her time at Appian, Kristin held a variety of roles at CEB (now CEB Gartner), where she advised Fortune 500 executives on best practices and thought leadership. She resides in San Francisco with her husband and son. An avid fitness buff, Kristin enjoys triathlons and traveling.

John Barrows

John is the CEO of JB Sales, an organization focused on elevating the profession of sales through training, content end events. They train some of the world’s fastest growing sales teams like Salesforce.com, Zoom and LinkedIn while supporting a thriving community of over 50,000 individual sellers. John’s goal is to change the negative perception of Sales and help sales professionals achieve success by doing it the right way because he believes that when Sales is done right it’s one of the greatest professions in the world but when done wrong it’s one of the worst.  To further support this goal and introduce Sales as a career to the younger generations he is also the proud author of an Amazon bestselling children’s book called “I want to be in Sales when I grow up” that he wrote with his daughter.  

Deliver Outbound Experiences Your Buyers Can’t Ignore

Before you can even say “email blast” your company’s prospects have deleted dozens of emails, ignored flashy display ads, eye-rolled at yet another uninvited cold call and, well, you get the point. They’re busy. And your teams are too.

The modern seller’s challenge is how to balance the reach required to hit ever-growing targets while still providing personal moments that perform. In this panel session, you’ll hear from revenue leaders as they discuss how their teams are delivering outbound experiences their buyers can’t ignore.

Sponsored by

Revenue Leadership

Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams

May 4th, 2022 @12:00 pm
As we look at the world around us, it’s clear there has been a seismic shift in B2B buyer behavior.

Full Description

Speakers

Sarah McConnell

VP of Demand Generation Qualified

Robert Zimmermann

Chief Revenue Officer Qualified

Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams

As we look at the world around us, it’s clear there has been a seismic shift in B2B buyer behavior. Buyers are more self-sufficient, they care deeply about their privacy, and they expect immediate answers. But despite changing behavior, the age-old pipeline generation process has remained untouched. We’re gating our content and even our sales teams; and it’s costing us all pipeline. Our buyers have adapted and so must we.

Sponsored by

Revenue Leadership

In Person – Reimagining B2B Sales For A Dynamic and Disrupted World

May 4th, 2022 @11:00 am
While 61% of B2B buyers are Millennials and Gen X most sales strategies have not been designed to align to their buying preferences.

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Speakers

Matthew Flugg

Associate Evangelist Outreach
As Outreach’s Evangelist Matt supports works in conjunction with Global Innovation Evangelist, Mary Shea, conducting research on the sales technology landscape, the future of B2B sales among other things. In addition, Matt is be responsible for creating sales content based on industry research from firms like Forrester, Gartner, IDC, etc. Matt also supports sales motions with industry research for our SMB and Commercial sales teams.

Prior to joining Outreach, Matt was a Researcher covering B2B sales at Forrester where he authored blogs, sections of Forrester research, and helped conduct Forrester Waves.

In Person – Reimagining B2B Sales For A Dynamic and Disrupted World

While 61% of B2B buyers are Millennials and Gen X most sales strategies have not been designed to align to their buying preferences. Similarly, as technologies such as AI and automation, mature sales leaders are seeing their budgets increase to reflect the increasing role sales tech plays in the successful execution of their go-to-market strategies. Drawing from recent sell-side and new buy-side data gathered by Forrester on behalf of Outreach, Matt will cover what it takes to deliver predictable, efficient growth and to succeed in a world where continuous change and volatility are the norm.

Revenue Leadership

The Path to Proactive Revenue Lifecycle Management: Building Intelligence into your Operations

With ever-increasing quotas and marketplace competition, you’re probably asking: how can my team generate more revenue faster without compromising customer relationships?

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Speakers

Rusty Jensen

Vice President of ISR Global Sales Conga

Ron Halbert

Senior Director of Sales Development Conga

Kerry Hudson

Vice President of North America Commercial Sales Conga

Jeff Ford

Senior Vice President of Revenue Operations Conga

The Path to Proactive Revenue Lifecycle Management: Building Intelligence into your Operations

What You’ll Learn in this Webinar
With ever-increasing quotas and marketplace competition, you’re probably asking: how can my team generate more revenue faster without compromising customer relationships?

Applying revenue lifecycle intelligence to your operations produces actionable insights that provide visibility into your entire sales process and eliminate barriers to growth. By harnessing the power of your data insights, you can drive process improvements that boost customer loyalty and increase win rates.

Utilizing revenue lifecycle intelligence in your organization takes a proactive plan. In this webinar, you will learn how to:

Establish a revenue lifecycle operations landscape and prioritize the areas of opportunity.
Determine which processes need automating and identify the right stakeholders.
Select the tools necessary for improvement and specify the metrics and reporting cadence to follow.
You’ll have a path to build intelligence into your revenue lifecycle operations for efficient and effective revenue velocity.

Sponsored by

Revenue Leadership

Using Video Analytics for Smarter Selling

Mar 16th, 2022 @2:05 pm
You can learn a lot about a potential buyer by understanding which video content they’re watching and how long they’re staying engaged in each topic.

Full Description

Speakers

Josh Kirkham

Manager, Emerging Sales Vidyard
Josh is the Manager of the Emerging Sales Team at Vidyard helping to drive new business sales. Josh has an extensive history with Vidyard, coming to the team as a Business Development Representative and diligently working his way to his current position. Outside of Vidyard, Josh is an avid volleyball fan, having played for the University of Waterloo in his undergrad and now assists as a coach for the team.

Using Video Analytics for Smarter Selling

You can learn a lot about a potential buyer by understanding which video content they’re watching and how long they’re staying engaged in each topic. Join Vidyard’s Manager of Emerging Sales, Josh Kirkham for a discussion on what video analytics are and why you should care about them. Josh will share his top tips for how to incorporate video analytics within your sales cadence to save time and sell more efficiently.

Revenue Leadership

Scaling RevOps Through an Agile Growth Engine

Mar 16th, 2022 @1:10 pm
VIRTUAL - “Hypergrowth” is the term generally associated with pre-IPO Silicon Valley startups. Though that is not the case with Nutanix.

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Speakers

Vivek Bathina

Director, Marketing Operations Nutanix

Ed King

Founder & CEO Openprise
Ed has been building stuff as far as he can remember. Prior to founding Openprise, Ed was VP of Marketing and Product Management at companies including Axway, Vordel, Qualys, Agiliance, and Oracle. He deployed Marketo three times before doing it again at Openprise. Each time he was handicapped by poor data quality, but no more!

Scaling RevOps Through an Agile Growth Engine

VIRTUAL – “Hypergrowth” is the term generally associated with pre-IPO Silicon Valley startups. Though that is not the case with Nutanix. With fluctuations in the industry trends and product mixes, the Nutanix team was tasked to build a growth engine to accommodate the dynamic GTM strategy. Join Vivek Bathina, Director of Marketing Operations at Nutanix, and Ed King, CEO of Openprise, as they discuss the various ways to build an “agile growth engine” for the RevOps team. Vivek will take us through how the Nutanix team built a future-proof platform to wade through mountains of unstructured user data, market to their ideal customer profile, and turn users into customers.

Revenue Leadership

How to Be BFFs with Marketing and RevOps

Mar 16th, 2022 @5:00 pm
VIRTUAL - Kevin Tate (CRO at Clearbit) will discuss how to foster best-in-class alignment across marketing, sales, and operations teams.

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Speakers

Kevin Tate

Kevin Tate is Clearbit’s Chief Revenue Officer. In 25 years of helping companies apply data to improve their business, Kevin’s experience spans industries from eCommerce and Social Media to Workforce Productivity and IoT automation. Today, he leads Clearbit’s revenue strategy and team.

Don Otvos

VP of Revenue Operations LeanData
Don has served at LeanData as its VP of Revenue Operations for the past 2+ years, establishing operational solutions that produce repeatable performance and sustainable results. He combines hands-on technical experience with management skills that demonstrate how operational excellence in the sales department extends to all areas of the company. His "contagious enthusiasm" about what he does has given him the ability to bring common understanding between teams and a natural gift for driving consensus when establishing a foundation for processes and procedures.

How to Be BFFs with Marketing and RevOps

VIRTUAL – Kevin Tate (CRO at Clearbit) and Don Otvos (VP of Revenue Operations at LeanData) will discuss how to foster best-in-class alignment across marketing, sales, and operations teams. The hockey-stick growth shared by each of their companies is a result of razor-sharp GTM strategy, shared goals, and clear-and-often communication, each purposefully leaning on each other to grow.

Revenue Leadership

Customer Experience in 2022: The Evolution of Customer Expectations

Mar 16th, 2022 @4:00 pm
VIRTUAL - SaaS customers are definitely not a ‘one-size-fits-all’ category. Many of our customers have wide differences in expectations, and you need to be able to effectively meet those expectations, and even anticipate those expectations, in order to reduce churn.

Full Description

Speakers

Conor Nolen

Global Vice President, Customers for Life Clari
Conor is currently Global Vice President, Customers for Life, at Clari. As such, Conor leads the team that encompasses account managers (responsible for renewals and upsell) as well as customer success managers (focused on product adoption, customer experience, and overall engagement). Prior to that, Conor has held executive leadership roles in customer success and sales at companies such as Teradata, Salesforce, and Oracle, to name a few

Randi Barshack

With over 20 years' experience building and scaling global marketing teams, Randi Barshack has established brands and categories across a variety of sectors. As a contemporary marketer and creative storyteller, Randi has worked in TV and film production and was a multimedia producer. She is currently the Chief Marketing Officer at RollWorks, a division of NextRoll, which offers ambitious companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Prior to RollWorks, Randi served as Chief Marketing Officer of Figure Eight (acquired by Appen), the leading provider of artificial training data. Prior to that, Barshack held senior-level roles at xMatters, Inc. and Mashery (acquired by Intel). She co-founded the customer experience pioneer company TeaLeaf Technology (acquired by IBM), the first spin-off of SAP. Barshack holds a Master’s degree from Northwestern University's Kellogg Graduate School of Business and a Bachelor's degree from Dartmouth College.

Rebecca Biestman

Customer Experience in 2022: The Evolution of Customer Expectations

VIRTUAL – SaaS customers are definitely not a ‘one-size-fits-all’ category. Many of our customers have wide differences in expectations, and you need to be able to effectively meet those expectations, and even anticipate those expectations, in order to reduce churn. Customer expectations are always changing, and keeping up to date with current strategies to deliver top-notch customer experience is key to outperforming your competition.

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