Session Type: Fireside Chat
Authenticity in Leadership: What it is, Why it Matters, and How to Embody it
Oct 8th, 2021 @11:40 am
According to Edelman, 81 percent of customers won’t buy from a brand unless they trust them, and authenticity is key to building that trust. Full Description
Speakers
Tom Keiser
CEO Hootsuite
Katie Burkhart
Founder Matterpulse
Katie Burkhart is the mastermind behind mlOS™, the smart system for running a purpose-driven business and has quickly become one of the go-to experts in the space. She's a serial entrepreneur, keynote speaker, minimalist designer, jargon slayer, and sharp communicator. She synthesizes connections that enable teams to make the most of the time they invest in our work. Connect with her on Linkedin, subscribe to her newsletter, and get her Weekly Brief.Other Videos From This Event
Strategies for Adding Value: How Ramp’s Early Adoption of Stablecoins Increased their Corporate Treasury Returns
Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
Authenticity in Leadership: What it is, Why it Matters, and How to Embody it
According to Edelman, 81 percent of customers won’t buy from a brand unless they trust them, and authenticity is key to building that trust.
7 Steps to Automate Your Revenue Process
Oct 8th, 2021 @10:50 am
Learn exactly how today’s SaaS leaders are scaling revenue by automating, centralizing and accelerating their systems from proposals and contracts to billing and renewals. Full Description
Speakers
Brad Brochocki
Director of Digital Transformation for Automation Conga
David Kennedy
Practice Director, CPQ & Billing Mainspring Consulting Group
David Kennedy is Practice Director, CPQ & Billing at Mainspring Consulting Group, LLC. David is an experienced agile delivery professional with over 19 years of experience in various software engineering disciplines, with a specific focus in agile software development and Configure, Price, Quote (CPQ) cloud solutions.Other Videos From This Event
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Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
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7 Steps to Automate Your Revenue Process
Learn exactly how today’s SaaS leaders are scaling revenue by automating, centralizing and accelerating their systems from proposals and contracts to billing and renewals.
- How business leaders are prioritizing workflow automation to eliminate repetitive processes, speed up time to revenue, attract customers and close more deals
- The latest insights and innovations on buyer behavior, employee trends, tech tools and best practices
- 7 steps to transforming your revenue operations across proposal management, forecasting, contracts, signature execution, invoicing/billing, onboarding and renewal management
Product-Led Growth
Oct 7th, 2021 @5:05 pm
Productizing your services and enabling contactless and frictionless selling. Full Description
Speakers
Nick Rico
Sr. VP, Growth & Marketing Lucid
Nick Mehta
CEO Gainsight
Nick Mehta (he/him), is the CEO of Gainsight, The Customer Success Company—a five time Forbes Cloud 100 recipient. He works with a team of 800 people who together have created the customer success category that's currently taking over the SaaS business model worldwide. Nick has been named one of the Top SaaS CEOs by the Software Report three years in a row, one of the Top CEOs of 2018 by Comparably, and was named an Entrepreneur Of The Year 2020 Northern California Award winner. On top of all that, he was recently rated the #1 CEO in the world (the award committee was just his mom, but the details are irrelevant). He is a member of the Board of Directors at F5 and has also co-authored two books on the customer success field, Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue, and The Customer Success Economy: Why Every Aspect of Your Business Model Needs A Paradigm Shift. He is passionate about family, football, philosophy, physics, fashion, feminism, and SaaS customer success. People told him it’s impossible to combine all of those interests, but Nick has made it his life’s mission to try.Other Videos From This Event
Strategies for Adding Value: How Ramp’s Early Adoption of Stablecoins Increased their Corporate Treasury Returns
Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
Product-Led Growth
Productizing your services and enabling contactless and frictionless selling
Truths From the Trenches: What it Really Takes to Scale ABM
Oct 7th, 2021 @4:15 pm
In this Fireside Chat, Chris and Kate will discuss when an ABM strategy makes sense, when it does not, key things you need before getting started, and challenges to anticipate across all departments, not just sales and marketing. Tune in for some real truths about putting ABM in place that you might not have considered before. Full Description
Speakers
Chris Marshall
Account-Based Marketing Manager Snowflake
Responsible for building out the ABM structure along with the rest of the team here at Snowflake. Our ABM team exists to facilitate sales-aligned, cross-functional hyper-focused marketing programs into different account tiers. We work “with” our Sales Team’s to be able to clearly define a specific set of accounts using intent data that we then target using personalized campaigns and content that resonates with these accounts. I am constantly trying to go beyond Engagement metrics to offer actionable insights to my Sales Counterparts.
Kate Athmer
VP of Growth Bombora
Kate Athmer is the VP of Growth at Bombora. Primarily responsible for generating demand and fueling growth for Bombora, she’s constantly looking for optimizations, testing new strategies, and finding ways to help customers extract more value from their investments in Intent data - and beyond.Other Videos From This Event
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Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
Truths From the Trenches: What it Really Takes to Scale ABM
In this Fireside Chat, Chris and Kate will discuss when an ABM strategy makes sense, when it does not, key things you need before getting started, and challenges to anticipate across all departments, not just sales and marketing. Tune in for some real truths about putting ABM in place that you might not have considered before.
Kill the Website Relaunch to Achieve Radical Growth
Oct 7th, 2021 @2:35 pm
What are the two most horrifying words in all of marketing? “Website Relaunch.” Website relaunches are expensive, time-consuming, and full of risk — especially for SaaS companies. In contrast, companies winning in the digital marketing arena spend less money and receive better results because they refuse to fund the mythical unicorn that is the long-term website overhaul. Join experts from Kanopi Studios and Pantheon as they discuss how leveraging an iterative approach to your website operations will help you achieve radical growth goals by harnessing the power of data-driven business intelligence. Full Description
Speakers
Sarah Fruy
Director, WebOps Partner Marketing Pantheon
As the director of WebOps partner marketing, Sarah Fruy collaborates with Pantheon's agency and technology partners on co-marketing programs and WebOps education. Prior to this role, Fruy served as the director of brand and digital experience, where she led the strategy, goals, and road map for Pantheon's public-facing website, branded assets, and experimentation program. Fruy is a ScrumMaster® and Certified Agile Marketer who joins Pantheon with over 15 years of experience in the digital publishing and online advertising industries, along with marketing strategy and digital marketing certifications from Cornell Johnson Graduate School of Management. Previously, she worked at emerging media companies, such as Say Media, as well as heritage brands like the San Francisco Chronicle.
Anne Stefanyk
CEO & Founder Kanopi Studios
As Founder and CEO of Kanopi Studios, Anne helps create clarity around project needs and turns client conversations into actionable outcomes. As someone at the intersection of business development, marketing, and technology, Anne provides digital strategy to clients and organizations in the nonprofit, higher education, government and corporate sectors. She enjoys helping clients identify their problems, translating it all into plain language, and then empowering the Kanopi team to execute stunning website solutions that strengthen brands and help companies succeed. Kanopi was born from Anne’s desire to build strong, sustainable, creative websites and provide for their growth beyond launch. The name “Kanopi” represents her passion not only for treehouses but for websites, as both are sustainable ecosystems under a larger canopy: both have beautiful architecture, can be simple or complex, are customizable within their landscape, have strong foundations, need to accommodate constant growth and change, and are limited only by creativity. As such, Kanopi provides quality customer service with a holistic approach that covers the full lifecycle of a website, from initial strategy to beyond launch. When she’s not advocating for the open-source community or running her web agency, she enjoys yoga and meditation, time on a bike or in the water, and hanging with her nephew.Other Videos From This Event
Strategies for Adding Value: How Ramp’s Early Adoption of Stablecoins Increased their Corporate Treasury Returns
Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
Kill the Website Relaunch to Achieve Radical Growth
What are the two most horrifying words in all of marketing? “Website Relaunch.” Website relaunches are expensive, time-consuming, and full of risk — especially for SaaS companies. In contrast, companies winning in the digital marketing arena spend less money and receive better results because they refuse to fund the mythical unicorn that is the long-term website overhaul. Join experts from Kanopi Studios and Pantheon as they discuss how leveraging an iterative approach to your website operations will help you achieve radical growth goals by harnessing the power of data-driven business intelligence.
Sales Coaching at Scale
Oct 7th, 2021 @12:30 pm
As we hover between in-person and remote meetings, delivering real-time coaching is imperative for reps now more than ever. But how do you coach new reps while maintaining your current customers and nurturing prospects? Full Description
Speakers
Chad O'Connor
VP of Sales Outreach
Chad O'Connor, VP of Sales at Outreach, has 28 years of Sales and Management experience working with Enterprises solving business challenges; including Engineering Technology, Customer Experience, Business Intelligence, eCommerce and Master Data Management. His accomplishments include: overachievement of quota in all positions with proven success delivering results, developing key relationships, managing and completing complex sales to executives.
Bocar Dia
Sales Coach Harvard Business School
Bocar was an early sales hire at Hootsuite where he spent 8 years leading multiple GTM teams through their growth to $150M ARR+. He most notably built out their Toronto office from the ground up to 100+ employees and led the NA East region - Hootsuite's largest revenue region. He is now an investor with Forum Ventures, Advisor and Sales Coach at the Harvard Business School.Other Videos From This Event
Strategies for Adding Value: How Ramp’s Early Adoption of Stablecoins Increased their Corporate Treasury Returns
Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
Sales Coaching at Scale
As we hover between in-person and remote meetings, delivering real-time coaching is imperative for reps now more than ever.
But how do you coach new reps while maintaining your current customers and nurturing prospects? Catch Chad O’Connor, VP of Sales at Outreach, as he discusses different strategies and tools that will enable you to:
- Spend more time available to be with customers and strategize on deals rather than reviewing calls
- Ramp up your new reps faster
- Inspect deals and pipeline during critical sales stages
- Ensure account coverage before, during, and after the deal cycle
Combining the Power of SaaS & Community
Oct 7th, 2021 @11:40 am
There are a lot of directions you can take when it comes to growing a SaaS business. Most SaaS products are used by businesses for serving their users better. If your SaaS product creates enough of a differentiating user experience to become the preferred way for consumers to engage with a business, then your SaaS product can actually become a marketplace as well. Full Description
Speakers
Prashanth Chandrasekar
CEO Stack Overflow
Prashanth Chandrasekar is Chief Executive Officer of Stack Overflow and is responsible for driving Stack Overflow’s overall strategic direction and results. Prashanth is a proven technology executive with extensive experience leading and scaling high-growth global organizations. Previously, he served as Senior Vice President & General Manager of Rackspace’s Cloud & Infrastructure Services portfolio of businesses, including the Managed Public Clouds, Private Clouds, Colocation and Managed Security businesses. Before that, Prashanth held a range of senior leadership roles at Rackspace including Senior Vice President & General Manager of Rackspace’s high growth, global business focused on the world’s leading Public Clouds including Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP) and Alibaba Cloud, which became the fastest growing business in Rackspace’s history. Prior to joining Rackspace, Prashanth was a Vice President at Barclays Investment Bank, focused on providing Strategic and Mergers & Acquisitions (M&A) advice for clients in the Technology, Media and Telecom (TMT) industries. Prashanth was also a Manager at Capgemini Consulting where he managed Operations transformation engagements and consulting teams across the US. He holds an MBA from Harvard Business School, an M.Eng in Engineering Management from Cornell University and a B.S. in Computer Engineering (summa cum laude) from the University of Maine. Prashanth is married and has two children.
Whitney Sales
Managing Partner Acceleprise Ventures
Whitney Sales is a Managing Partner at Acceleprise Ventures, a B2B SaaS accelerator and Seed fund and creator of The Sales Method. Prior to Acceleprise, Whitney was instrumental in bringing four companies, LoopNet, Joby, Meltwater, and SpringAhead, to the Inc. 5000 Fastest Growing Companies list.Other Videos From This Event
Strategies for Adding Value: How Ramp’s Early Adoption of Stablecoins Increased their Corporate Treasury Returns
Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
Combining the Power of SaaS & Community
There are a lot of directions you can take when it comes to growing a SaaS business. Most SaaS products are used by businesses for serving their users better. If your SaaS product creates enough of a differentiating user experience to become the preferred way for consumers to engage with a business, then your SaaS product can actually become a marketplace as well.
How Not to Fail at Scale
Oct 7th, 2021 @10:50 am
Maximizing sustainability; Prioritizing scaling over growth; Choosing the right partners; What is the measure of success in 2021? Full Description
Speakers
Krish Subramanian
CEO Chargebee
Krish Subramanian is the Co-Founder and CEO of Chargebee, a Subscription Management & Billing Solution for Recurring Revenue Businesses. Krish is an engineer by profession and a problem solver at heart. For Krish, everything comes down to service and experience. Krish has prior stints at reputed software enterprises like Tata Consultancy Services and Cognizant Technology Solutions. He started his career as a software engineer at Matexnet Private Limited, a company specialising in online auctions of excess inventory. In his services consultant avatar, Krish used to work with fortune 500 customers, managing enterprise implementations of Ariba products, integrated with Oracle & SAP. He was a techno-functional consultant, specialising in Sourcing, Contracts, Buyer & Invoicing Solutions pertaining to Indirect Purchasing. His passion to build for the future, combined with over 20 years of experience in the world of software, along with his co-founders has helped fuel Chargebee’s 100% growth in revenue year on year. He is referred to as the “nice guy” within the company, the tech community, media, and by his mom.
Rob Pegoraro
Journalist Fast Company
Rob Pegoraro covers the problems and possibilities of consumer technology--computers, gadgets, telecom, social media, apps, and other things that beep or blink--for USA Today, Fast Company, Wirecutter and other outlets. He also speaks frequently about them on radio, podcasts, TV and at conferences. Pegoraro has met most of the founders of the Internet and once received a single-word e-mail reply from Steve Jobs.Other Videos From This Event
Strategies for Adding Value: How Ramp’s Early Adoption of Stablecoins Increased their Corporate Treasury Returns
Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
How Not to Fail at Scale
- Maximizing sustainability
- Prioritizing scaling over growth
- Choosing the right partners
- What is the measure of success in 2021?
Speakers
Brendan Kamm
Co-Founder & CEO Thnks
Jonathon Kellerman
Pharmaceutical Industry Senior Executive and Former Big 4 Partner Abbvie
Jonathon Kellerman currently serves as the Executive Vice President, Global Chief Compliance Officer for Abbvie. Previously he held the same role at Allergan where he was responsible for leading a global team of 70+ professionals and supported Allergan's BOLD vision - to collaborate with business partners to build bridges, act fast, power ideas, drive results and always do what is right. In this role, he helped set and execute company strategy, evaluated business and people performance, drove the growth agenda, managed and mitigated risk, and lead company initiatives. Formerly, Jonathon served as a Partner in PwC's Pharmaceutical & Life Sciences Advisory practice. In this role, he helped to lead the global Governance, Risk and Compliance practice, including a national team of over 100 diverse professionals. Jonathan has over 25 years of consulting, advisory and complex transformational change experience working in the pharmaceutical, medical device and health care industries and dedicated ten years to providing strategic and operations improvement advisory services to pharmaceutical and medical device clients.Other Videos From This Event
Strategies for Adding Value: How Ramp’s Early Adoption of Stablecoins Increased their Corporate Treasury Returns
Welcome to the Pipeline Cloud: 5 key pillars that are guaranteed to generate more pipeline for modern revenue teams
5 Insights on How to Scale Your FinOps Tech Stack: Learnings from The SaaS CFO and 240+ Conversations with your Peers
Want to Grow Your Business? Use Gratitude.
There is a secret weapon for growth stage companies looking to increase sales velocity and keep current customers happy – use gratitude to build stronger relationships! People choose to do business with people they like, and everybody likes someone who appreciates them. Simple, considerate gestures that demonstrate you value someone’s time have the power to completely change another person’s perspective. In this session, you’ll learn how to do this while also maintaining peace and harmony with compliance departments! Our two panelists bring their diverse experiences and expertise – from sales to customer success, to running and advising growth stage companies, to managing compliance for large global enterprises – to show you how to grow your business with gratitude.