Session Category: Revenue Leadership
How To Nurture Enterprise Accounts With A Multi-Channel Strategy
Nurturing enterprise accounts requires continuous education through multiple channels before they might see a need for your solution. SaaSMQL’s Founder and CEO discusses the most effective ways to use different programs in a cohesive way to nurture your top target accounts.
Main Takeaways:
- Why you need a multi-channel strategy for enterprise prospects
- How to properly segment target accounts
- The importance of aligning sales and marketing from the beginning
- Real-life examples of effective nurturing campaigns
Speakers
Founder & CEO
SaaSMQL
Sponsored by
Fuel Growth – How to Achieve Your Revenue Goals in 2023
Next year is expected to be a challenging year for companies with global unrest and economic uncertainty ahead of us. Yet every company expects to see growth through this time. How do you get there? Do you focus on product, brand, customers, or your employees?
Join Clint Oram, founder and chief strategy officer of SugarCRM as well as host of the Fuel Growth podcast for his insights on the roadmap to hitting growth targets next year.
Speakers
CSO & Co-Founder
SugarCRM
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Total Experience: The Hidden Connection Between Company Culture and World-Class Customer Experiences
What’s Your Revenue IQ? Why Revenue Intelligence Isn’t Complete Without Commission Data
Every revenue leader wants to know how efficient their revenue engine is. But how do you know if you’re getting the full picture?
Without commission data, your revenue story is incomplete. Commissions earned, accelerators, incentives, and everything in between must be collected and analyzed to help you understand performance and trends within your sales org.
In this panel session, hear from revenue leaders who discuss why commission data must be a part of your revenue data mix, and how to ensure you have the tools you need to give you a complete and accurate view into commissions analytics and insights that will drive performance and growth.
Speakers
CRO
Spiff
VP Sales
Reejig
SVP Sales
Emburse
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Sponsored by
Tax’s Role in Frictionless Commerce
Vertex’s Peter Olanday discusses how Tax compliance can add friction to omni-channel commerce, both internally and externally. And how an automated tax solution such as Vertex can minimize that friction.
He discusses sources of friction in regards to sales tax, what causes most of that friction, and gives real-world examples of how to solve those challenges.
Speakers
Director of Consulting, Vertical Solutions
Vertex
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Total Experience: The Hidden Connection Between Company Culture and World-Class Customer Experiences
Sponsored by
Converting Cybersecurity From a Cost Center to a Revenue Source
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).
Speakers
Co-Founder & CMO
Coro
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Sponsored by
Say “Renewal” in 14 languages: How Chargebee Helped Babbel Embrace Churn Reduction
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.
Speakers
GM
Chargebee
CRO & US CEO
Babbel
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Sponsored by
5 ways CPQ helps enterprises capitalize on B2B commerce changes
B2B commerce has evolved rapidly over the past few years, from shifting customer expectations to growing business goals. This has led to big challenges, but it also creates unique opportunities. Continued success amid these changing conditions requires smart strategy adjustments — which is why CPQ matters for enterprise businesses today. This webinar will cover:
- How to facilitate omnichannel selling through digital commerce
- The importance of streamlined configurability to enable solution selling
- An approach to integrating the quote-to-cash process and why this is crucial
- How to create data consistency and reliability between multiple systems
- Tactics to connect the customer experience while reducing risk and costs
Speakers
Senior Manager, Product Marketing - CPQ
Conga
Principal Sales Engineer
Conga
Sponsored by
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.
Speakers
CMO
Spiff
Sponsored by
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!
Speakers
CMO
Xactly
CRO
Xactly
CFO
Xactly
Sponsored by
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.
Speakers
CEO
Alyce
Limited Partner
Stage 2 Capital
CRO
SeekOut
CEO
JBarrows Sales Training
Sponsored by
