Agenda

Both days 08 October09 October

08 October

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Networking Breakfast With Sales Enablement Experts

Demo Theatre: Showpad Demo

Introduction and Opening

Pieterjan Bouten

Pieterjan Bouten
Chief Executive Officer, Showpad

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The Best Story Wins: Using Tips from Hollywood for Business Storytelling

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.

Matthew Luhn

Matthew Luhn
Animator, Storyteller

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Opening Keynote

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. 

Pieterjan Bouten

Pieterjan Bouten
Chief Executive Officer, Showpad

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Product & Vision Keynote: Driving the Future of Sales Enablement

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.

Louis Jonckheere

Louis Jonckheere
Chief Product Officer, Showpad

Rita Patel Jackson

Rita Patel Jackson
VP Product Marketing, Showpad

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Networking Lunch and Demo Theatre Sessions

Demo Theatre: Sponsor speaking slot Popcomms

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What Sets Winners Apart? An Insider’s View of CSO Insight’s Newest Research

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.

Tamara Schenk

Tamara Schenk
Research Director, CSO Insights, the research division of Miller Heiman Group

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A Tale of Transformation: How Sales Enablement Powers the Fastest-Growing Start-up in Europe

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.

Al Graves

Al Graves
Global Head of Sales Enablement, Exponea

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Portraits of Sales Enablement Success: How Companies - Big and Small - Make an Impact

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.”

Tim Heinz

Tim Heinz
Senior Marketing Manager, MED-EL

Edwin Kuiper

Edwin Kuiper
Sales Enablement Manager Commercial Tyres, GOODYEAR

Alexander Smets

Alexander Smets
sales enablement manager, atlas copco

Paul Saleme

Paul Saleme
Global Head of Sales Enablement, Showpad

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Networking Break and Demo Theatre Sessions

Sponsor speaking slot BBC

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BREAKOUT: Measuring What Matters -- Before it’s Too Late

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.

Alex Ayers

Alex Ayers
Sales Director, Gamma

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BREAKOUT: Challenges for Sales Enablement Professionals

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. 

Roland De Wit

Roland De Wit
Managing Consultant, Engagement Factory

James Smee

James Smee
CEO, Bridge

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DEMO THEATRE: Sponsor speaking slot

Adobe/Verticurl

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BREAKOUT: Engaging the Sales Team: A Marketer’s Journey toward Success

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.

Michel Van Put

Michel Van Put
CMO, Reynaers Aluminium

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BREAKOUT: We Enable More than Sales: Sharing Growth With Partners

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.

Ellen Bernaers

Ellen Bernaers
Global Showpad Alliance Mgr , Deloitte

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BREAKOUT: Herding Cats: Easing the Cross Collaboration Headache

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.

Nicolas Lihou

Nicolas Lihou
head of sales enablement and channel marketing, cegid

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BREAKOUT: The Impact of Mature Sales Enablement

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.      

Simon Donkin

Simon Donkin
Director, SuccessFlow

Mathias Meersseman

Mathias Meersseman
Chief Business Development Officer, DESOTEC

Maarten Huybrighs

Maarten Huybrighs
Commtech Director, Vintage Productions

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From Onboarding to Coaching: the Continuous Cycle of Driving Sales Excellence (PANEL)

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.

Carly Lehner

Carly Lehner
Senir Manager Sales Enablement, Axiom

Chris Neal

Chris Neal
Director Global Enablement, Blue Prism

Emily  FitzPatrick

Emily FitzPatrick
Sales Enablement and Training Manager , Showpad

Chris Book

Chris Book
sales enablement, Twilio

Daniel Roe

Daniel Roe
Showpad Channel Lead,, Johnson and Johnson

Closing Session and Awards Ceremony

Happy Hour

End of the Day

09 October

Day 2

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Networking Breakfast with Adobe/Verticurl

Sponsor Session by Adobe/Verticurl

Product Keynote

Gaurav Kotak

Gaurav Kotak
VP Product, Showpad

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Why Bet Your Career on Sales Enablement?

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.

Laura Valerio

Laura Valerio
Director, Global Sales Enablement & Training, Deliveroo

Ariana von Anrep
Global Account Executive , Showpad

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Networking Break and Demo Theatre Sessions

Sponsor speaking slot ORT

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BREAKOUT: It’s All About the Deal: Measuring Marketing’s Impact at the Bottom of the Funnel

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.

John O'Brien

John O'Brien
senior product manager, Scope

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BREAKOUT: Beyond the Typical B2B Pitch: How DHL Delivers a Remarkable Experience

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.

Lisa Kitter

Lisa Kitter
International Sales Development Manager, DHL

Dieter Jaspers

Dieter Jaspers
Head of Digital Experience, BBC

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BREAKOUT: Sell What They Need, Not What They Ask For: Create Demand with Commercial Insight

Nearly 90% of buyers claim not to involve a supplier when they identify problems. Reacting only to problems the buyer has already uncovered leaves sellers dependent on established demand that is outside their control. What if sellers not only reacted with solutions for established demand, but also helped identify new problems that created new demand? How might that change your success rates? How might that unlock your growth potential?  Creating new demand requires marketing and sales working together to deliver problem-centered commercial insight at the outset of the customer’s buying journey. It’s not easy to do, but you’ll see why it’s worth it.

Spencer Wixom

Spencer Wixom
VP of Marketing, Challenger

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Crushing the SKO: Sitecore's Tips to Make Sales Love Your Kickoff

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

Katie Musselbrook

Katie Musselbrook
VP Global Sales Enablement, Sitecore

Rita Patel Jackson

Rita Patel Jackson
VP Product Marketing, Showpad

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Customers the Day After Tomorrow: Winning Customers in a World of AI, Bots and Automation

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.

Steven Van Belleghem

Steven Van Belleghem
Author, "Customers The Day After Tomorrow"

Closing Remarks

Pieterjan Bouten

Pieterjan Bouten
Chief Executive Officer, Showpad

Louis Jonckheere

Louis Jonckheere
Chief Product Officer, Showpad

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Networking Lunch and Demo Theatre Sessions

Sponsor speaking slot Minds and More

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Demo Theatre: Sponsor Speaking Slot

Sponsor speaking slot SPI

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Accelerate Strategy Workshop (Registration is Required)

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.

Michele Bensi

Michele Bensi
Sales Enablement Senior Manager, Growth Region, Salesforce

Roland De Wit

Roland De Wit
Managing Consultant, Engagement Factory

Chad Dyar

Chad Dyar
Director of Sales Enablement and Strategy, Hearsay Systems

Carly Lehner

Carly Lehner
Senir Manager Sales Enablement, Axiom

James Smee

James Smee
CEO, Bridge

Laura Valerio

Laura Valerio
Director, Global Sales Enablement & Training, Deliveroo

Emily  FitzPatrick

Emily FitzPatrick
Sales Enablement and Training Manager , Showpad

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