Agenda

Demo Theatre: Showpad Demo

Storytelling is the #1 business skill necessary to connect, motivate, and lead people in today’s world. Stories compel us to engage in experiences, learn lessons, and define our values and ourselves within our organization. Matthew Luhn, former 20 year Pixar story artist and animator, brings his experience creating and developing 10 blockbuster films at Pixar, and provides practical strategies that teach and inspire people and teams to connect more effectively with audiences. Matthew uses the power of storytelling to bridge the gap between business and heart, driving your story toward one unforgettable selling point.

It has been another impressive year for the world of sales enablement. Join Showpad CEO and co-founder PJ Bouten to celebrate Showpad's community at large. He'll share our platform's successes and the company's latest news. 

Showpad CPO and Co-founder Louis Jonckheere will join VP of Product Marketing Rita Patel Jackson to share how technology is reimagining buyer engagement today and what's coming next.

Demo Theatre: Sponsor speaking slot Popcomms

CSO Insights’ latest research is in, and it shows how the top 25% of organizations drive better results for revenue plan attainment, quota attainment, and win rates. What are they doing differently? Tamara Schenk will provide exclusive insights into the report for TRANSFORM attendees, unveiling for the first time in a conference setting the five key tips for structuring a winning sales enablement program. She’ll also explain how seller engagement impacts performance and turnover rates, with tips for driving continual improvement.

According to SaaS 1000, earlier this year Exponea was ranked as the fastest growing company in Europe, landing on the cover of Forbes as “The Next Billion Dollar Idea.” Now in scale-up stage, Sales Enablement has been an integral component of this success. Attend this session to see how Exponea took a comprehensive approach to sales engagement to stay ahead of the impressive growth of the global sales team, building a scalable onboarding program and a coaching culture. You’ll walk away better prepared to set your organization up for its own growth.

Many Sales Enablement teams start as lone internal resources, while others have morphed into large teams from disparate areas. No matter where you are on the Sales Enablement spectrum, you are challenged to make a difference for your sales organization. In this session, you’ll learn from practitioners who’ve elevated Sales Enablement in their organizations. They’ll share tips for securing alignment and building support for the resources they need to be successful. You’ll walk away with a better understanding of how to evolve into a fully aligned Sales Enablement machine that fuels your revenue machine, whether or not  you’re an “army of one.”

Sponsor speaking slot BBC

Today, Sales managers don’t have a way to easily track and measure how their new hires are ramping. That can lead to them not finding out if they’re effective for two quarters and by then, their annual targets are shot. In this session, you’ll learn how to measure training progress, sales skills, sales call quality, and much more. You’ll also see how to quickly correct the course so your revenue targets aren’t at risk.

As pioneers in an emerging role, Sales Enablement professionals face a number of challenges in their quest to deliver real business impact for their organizations. In this session, you’ll hear two presentations from Showpad partners and TRANSFORM sponsors: 

• Roland De Wit from Engagement Factory will give tips and offer real-world examples for Sales Enablement professionals as they “crawl, walk, and run” through their journey  

• James Smee from Bridge: The Sales Enablement Agency will share his organization’s expert view into the challenges Sales Enablement professionals face. 

Adobe/Verticurl

Seven years ago, Reynaers Aluminium started its journey with Showpad. Along the process, they rolled out several initiatives to trigger their international team to use the platform. Six years later, they reached 350 users - a success! Or was it? Going deeper into analysis, they found that only a small part of the sales staff were using Showpad. Just one year later, they have 450 users - and ALL salespeople frequently use and share information through the platform. What did they change one year ago to drive so much engagement? Join this session to find out.

Between the product seller and the end customer, there are often several layers of on- and offline distributors and retailers, so the product passes through several sales departments. Who can you enable with sales enablement? Is the whole chain ready for value selling? How does the desired buying experience for the end customer influence the entire sales cycle? Ellen will share a case study of sales enablement within the beverage industry, showing how to team up with your customers and enter a whole different way to do commerce.

Sales enablement faces the tall task of uniting go-to-market teams -- each with different goals, resources and personalities. In this session, sales enablement professionals will outline how they define team needs and deliver value. Attendees will be armed with the first steps toward building a cross collaboration approach.

As you develop your Sales Enablement efforts into a more mature program, it’s always helpful to have role models to follow. In this session, you’ll hear two presentations from Showpad partners and TRANSFORM sponsors: 

• Simon Donkin from SuccessFlow Ltd. will present their Sales Enablement Maturity Model, which you can use to benchmark your organization’s progress.

• Mathias Meersseman from DESOTEC and Maarten Huybrighs from Vintage Productions will share a powerful case study about DESOTEC’s Sales Enablement program.      

Onboarding Sales reps is a battle against time - you need to get them onboarded quickly and effectively so they can make quota. Once they’re in the field, your products, market conditions, and customer use cases constantly change. How can you help them keep up? Attend this session to learn how these Sales leaders fuel their teams’ success, both at the start and throughout the journey.

Sponsor Session by Adobe/Verticurl

Join this engaging fireside-chat session with two people who have done just that: Laura Valerio, formerly of Expedia and now at fast-growing Deliveroo, and Showpad’s own Jason Holmes. Laura’s seen how sales enablement is key to quickly increasing sales readiness in the era of the fastest tech evolution, helping sales win by educating their partners to embrace disruptive behaviours. Jason sees close parallels between the rise of exciting careers in sales enablement with his time as a leader at Marketo, when demand generation titles barely existed. Come and see how you are uniquely poised to capitalize on this emerging role and market category as you advance your career.

Sponsor speaking slot ORT

Measuring success is always top of mind for Marketing leaders. With the proliferation of data and tools, marketers can easily measure the impact of programs at the top and middle of the funnel. However, for many marketers, the usage and impact of content by sales is still a black box. In this session, Marketing leaders will outline how they measure and optimize the impact of content throughout the entire funnel.. You’ll walk away with an understanding of how to optimize the buyer experience to drive revenue success.

How can you differentiate your sales pitch in a highly competitive market? Rather than try to make the best sell, stand out while helping the customer to buy. DHL reshaped the way their sales team delivers their story, making it personal, data-driven and high-impact. They create a remarkable experience for the buyer while delivering the necessary information for inside sales to seamlessly create the offer. You’ll walk away from this inspiration session with tips for creating and maintaining a buyer experience that enables your sales to make a difference.

Who loves sales kickoffs? Some do, but many don’t. Sales teams dread long, dreary days away from selling, while leadership and marketing teams worry about making them valuable for reps. In this session, you’ll learn how Sitecore bucked the trend, delivering a sales kickoff that engaged sellers, delivered actionable content, and spurred them to success with continued learning after the event. In the process, they increased engagement in Showpad, with over 25,000 hits to the mobile app in one day

We’re entering phase 3 of digitalization. This is a world of automation, bots and Artificial Intelligence. The benefits to customers will be HUGE. Customers will enjoy a world of faster than real-time customer service. A world with hyper-personalized offerings. And a world with the most seamless user interfaces ever. In this session based on his latest book, Steven will help you achieve these customer benefits in this new digital phase. He’ll discuss three investment axes to achieve the perfect customer experience and show you how the latest technologies can help to win the heart and business of your customers. You’ll see how you can leverage data to improve experiences, learn about the latest customer interfaces. You’ll discover strategies for companies to fight the digital commodity magnet. And finally, Steven will show you how you can augment employee intelligence levels.

Sponsor speaking slot Minds and More

Sponsor speaking slot SPI

Accelerate, the global community of sales enablement professionals,  is hosting an exclusive strategy workshop that will allow you to put your TRANSFORM learnings into action. During this 2 ½ hour session, learn from fellow practitioners how to effectively partner with the leadership team and why building a professional network can help you become an enablement champion. You will leave the workshop with a tangible blueprint to assess the current state of your program and outline next steps.  

The number of available seats is limited.  To attend, please fill out the separate ticket registration form. View the Accelerate Strategy Workshop agenda.