SaaS Spend Management for the Modern CFO

According to studies by Gartner, SaaS expenditure is expected to grow by 25% year-on-year for the next 4 years. What’s more, the modern hyper-growth company on average uses over 60 stakeholders to buy and renew 150 different SaaS tools, with multiple department heads acting as decision-makers in the procurement process. This makes the act of managing a growing SaaS expense within a budget a balancing act that requires the precision of a tightrope walk.

From monitoring SaaS spending, and eliminating unused licenses and shadow IT, to effectively managing contracts and compliance processes across various providers, there’s a lot to be done.
Join Siddharth Sridharan, co-founder and CEO, Spendflo, and Chris Ortega, CEO, Fresh FP&A as they dive deep into the challenges that come with purchasing SaaS tools today and share actionable insights on how modern CFOs can keep track of their growing SaaS sprawl.

Speakers

Siddharth Sridharan
Co-Founder & CEO
SpendFlo

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Siddharth Sridharan

Co-Founder & CEO SpendFlo

Siddharth is the co-founder and CEO of Spendflo. A master negotiator, he is best known for creating hyper-growth through smart procurements and SaaS negotiations for BizOps teams at companies like Volta charging and Axis Capital. Siddharth is passionate about supporting modern finance leaders to leverage the SaaS opportunity as a growth driver.

Chris Ortega
CEO
Fresh FP&A

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Chris Ortega

CEO Fresh FP&A

Chris Ortega is a recognized FP&A authority and influencer with over a decade of experience in finance, accounting, financial planning & analysis (FP&A), strategic planning, and financial leadership. He comes with a long track record of successfully operating with multinational and international matrix organizations. Today, he serves as the CEO of Fresh FP&A - a consultancy focused on finance transformation & scale solutions for businesses.

Mitigating Risk in the Supply Chain: A Comprehensive Approach

Enterprises face a constant stream of security and resiliency threats, many of which may be attributed to your supply chain and third party ecosystem. The growing challenge of sustaining business operations in this hyper-connected world has created a need for a comprehensive approach to tackling security and risk across the supply chain. Microsoft’s Edna Conway, VP of Security, Risk & Compliance for Microsoft’s cloud infrastructure, and Marene Allison, CISO at Johnson & Johnson, will discuss the importance of public-private partnership and real-world, tangible approaches to address supply chain security and resiliency.

Speakers

Edna Conway
VP, Chief Security & Risk Officer, Azure
Microsoft

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Edna Conway

VP, Chief Security & Risk Officer, Azure Microsoft

Edna Conway currently serves as VP, Chief Security & Risk Officer, Azure at Microsoft. She is responsible for the security, resiliency and governance of the cloud infrastructure upon which Microsoft’s Intelligent Cloud business operates. She has built new organizations delivering trust, transparency, cybersecurity, compliance, risk management, sustainability and value chain transformation. She is recognized domestically (U.S. Presidential Commissions) and globally (NATO) as the developer of architectures delivering value chain security, sustainability and resiliency. Conway was appointed to the Executive Committee of the U.S. Department of Homeland Security Task Force on ICT Supply Chain Risk Management. Her insight is featured in a range of publications, analyst reports, and case studies, including Forbes, Fortune, Bloomberg, CIO Magazine and the Wall Street Journal. Prior to joining Microsoft, Conway served as Cisco’s Chief Security Officer, Global Value Chain, driving a comprehensive security architecture across Cisco’s third-party ecosystem. Conway was a partner in an international private legal practice and served as Assistant Attorney General for the State of New Hampshire before joining Cisco. She holds an AB from Columbia University, a law degree from the University of Virginia and additional credentials from MIT and Stanford, Carnegie Mellon and New York Universities.

Marene Allison
Chief Information Security Officer
Johnson & Johnson

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Marene Allison

Chief Information Security Officer Johnson & Johnson

How to Leverage ABM and Offline Marketing at Every Stage of the Funnel

As marketers, we’ve all experienced that moment when we are looking for a new way to engage our prospects – it feels like we have sent email after email, post after post, and it’s simply time for something new. Now’s the time to start a different conversation using offline channels – personalization that comes from sending gifts, direct mail, or hosting events that complement the moment.

Offline programs can often fit into your current marketing strategy, and go hand-in-hand with all things ABM. It can be used in everyday programs as a way to reward highly engaged prospects as they make their way down the funnel or re-engage top accounts and bring a deal across the finish line. And it’s a way to connect with your prospects and customers in a humanizing way – sending champagne or coffee to celebrate promotions and holidays or get-well gifts during a global pandemic.

What you will learn:
– How to engage your audience at every stage of the funnel
– Why identifying your best fit accounts ensure you make the most of your direct mail campaigns
– Using intent and other signals to determine which accounts to engage with direct mail and when

Speakers

Alex Barca
Director of Demand Generation
Postal.io

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Alex Barca

Director of Demand Generation Postal.io

Alex Barca is the Director of Demand Generation at Postal, where she oversees paid acquisition, direct mail, corporate gifting, and inbound sales development. Prior to Postal, Alex led teams across marketing functions at Bullhorn and Curata.

Jill Brock
Director, Revenue Marketing
RollWorks

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Jill Brock

Director, Revenue Marketing RollWorks

As Director of Revenue Marketing, Jill Brock leads RollWorks’ team of ABM specialists to leverage multi-channel campaigns that engage and delight prospects and customers alike. In her work, Jill spearheads RollWorks’ ABM strategy to creatively engage all audiences, from acquisition to retention, working closely with Sales to drive predictable and long-term growth for the business. She’s previously led global marketing teams in the technology, supply chain, and recruiting spaces.

Best Practices in Scaling Quote-to-Revenue for 10X Growth

As SaaS subscriptions continue to evolve and become more dynamic, finance plays an ever-important role in supporting flexible deal structures while still ensuring accurate billing, timely revenue recognition, and compliance with new regulations. As your company grows, so too will the complexity of your quote-to-revenue operations.

Learn how your finance teams can best prepare for 10X growth in this fireside chat with our presenters who have firsthand experience running the systems and technology to support growth from $100M to $1B.

Our presenters will discuss how SaaS businesses in the post-subscription era must be agile to meet the needs of today’s customers. While this requires a different quote-to-revenue approach, having the systems to support such as strategy is paramount.

What you’ll learn:
• How to evaluate critical technology capabilities for finance teams
• What systems a business needs when growing from $10M to $100M to $1B
• Why a unified approach to quoting, billing, and revenue recognition is key to understanding the state of your business

Speakers

Prakash Raina
Co-Founder
Subskribe

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Prakash Raina

Co-Founder Subskribe

Leslie Hui
VP, Accounting Ops and Transformation
Okta

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Leslie Hui

VP, Accounting Ops and Transformation Okta

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.

Speakers

Tom Keiser
CEO
Hootsuite

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Tom Keiser

CEO Hootsuite

Katie Burkhart
Founder
Matterpulse

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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.

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

Speakers

Brad Brochocki
Director of Digital Transformation for Automation
Conga

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Brad Brochocki

Director of Digital Transformation for Automation Conga

David Kennedy
Practice Director, CPQ & Billing
Mainspring Consulting Group

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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.

Product-Led Growth

Productizing your services and enabling contactless and frictionless selling

Speakers

Nick Rico
Sr. VP, Growth & Marketing
Lucid

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Nick Rico

Sr. VP, Growth & Marketing Lucid

Nick Mehta
CEO
Gainsight

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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.

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.

Speakers

Chris Marshall
Account-Based Marketing Manager
Snowflake

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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

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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.

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.

Speakers

Sarah Fruy
Director, WebOps Partner Marketing
Pantheon

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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

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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.

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

Speakers

Chad O’Connor
VP of Sales
Outreach

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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

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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.