Agenda

Both days 05 November06 November

05 November

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Breakfast & Registration

Demo Theater: Showpad Demo

Introduction and Opening

Pieterjan Bouten

Pieterjan Bouten
CEO & Co-Founder, 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
Keynote Speaker and Author, Steven Van Belleghem

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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
CEO & Co-Founder, Showpad

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Product & Vision Keynote: Driving the Future of Sales Enablement

Showpad CPO and Co-founder Louis Jonckheere will share how technology is reimagining buyer engagement today and what's coming next.

Louis  Jonckheere

Louis Jonckheere
CPO & Co-Founder, Showpad

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Networking Break and Demo Theater Sessions

Demo Theater: Verticurl | Adobe

Demo Theater : Verticurl | Adobe

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Sales Enablement 2020: Are You Ready for What’s Next?

Our current digital environment has allowed marketing and sales enablement teams to greatly increase the metrics they can gather on prospect and buyer behavior.  But what about seller behavior?  Sales leaders have a goal for predictable profitability, and have commonly leveraged pipeline and forecast.  For baseball, the book Moneyball introduced us to ‘sabermetrics’ as a way to use data to answer specific questions.  The future of sales enablement is similar. In this session, you will learn how we can understand what is relevant data for sales performance and how to establish initiatives to provide answers to sales leaders.

Russell Wurth

Russell Wurth
Vice President Sales Enablement, Netskope

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Portraits of Sales Enablement Success: How Teams - 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.”

Carrie Fraser

Carrie Fraser
Head of Global Marketing Operations, GE Healthcare Digital Innovation and Marketing Excellence

Peter Mertens

Peter Mertens
Manager, Sales Readiness, Sprout Social

Paul Saleme

Paul Saleme
Global Head of Sales Enablement, Showpad

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Networking Lunch and Demo Theater Sessions

Demo Theater: Clari

Demo Theater: People Productions

Demo Theater : Clari | People Productions

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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

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

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.

Andrew Dagg

Andrew Dagg
Learning & Growth Lead, Flipp

Dale Griffin

Dale Griffin
Sales Training Manager, KI

Bob Huff

Bob Huff
Senior Curriculum Lead, Cargill

Laura Stevenson

Laura Stevenson
Director, Product Marketing & Global Enablement, AppDirect

Emily  FitzPatrick

Emily FitzPatrick
Sales Enablement and Training Manager, Showpad

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Networking Break and Demo Theater Sessions

Demo Theater: The Brevet Group

Demo Theater : The Brevet Group

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How to Drive Impact Across the ENTIRE Funnel

A key principle of customer engagement is to understand the buyer across the entire buying journey and appropriately align content AND measurement throughout the process. This is inclusive of both Marketing and Sales, in order to align the people, process, content and supporting technologies to bring this to life. Sales Enablement and platforms such as Showpad are a key part of this approach in today's environment. In this session, we'll discuss best practices and client examples for how to drive lead-to-revenue impact - up to 10x industry average - leveraging all the critical components of strategic demand generation.

Jennifer Harmel

Jennifer Harmel
EVP + Principal, ANNUITAS

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BREAKOUT: Make it Easy for Your Sales Teams to Sell for You

Who is responsible for the Seller Experience at your company?  In many companies, there are several departments, all with the best of intentions, that contribute to the Seller Experience.  However, oftentimes those contributions and points of view are not woven together into a clear, comprehensive and cohesive picture.  Couple that with a veritable smorgasbord of tools and messy processes and it’s no wonder why sellers complain that it’s hard to sell for your company.  This session will explore this issue and share how to make it easier to sell for your company.

Adam  Wieczorek

Adam Wieczorek
Sr. Director of Sales Enablement , Comcast Spotlight

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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?  As a new purchase experience study reveals, 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. And you’ll even walk away with a content map to support your powerful new story.

Michael  Randazzo

Michael Randazzo
Senior Marketing Director, Challenger

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Creating a Category: How Content and Engagement Can Reignite a Market

What do you do when you've outgrown your space in the market? How do you separate yourself from competitors and redefine how a market perceives your organization? Category creation and dominance can lead to big wins for any org, but its success relies heavily on internal enablement. This session will cover a case study of Diligent, a Showpad and SalesLoft customer, who successfully recategorized their product offering as a modern governance solution and is helping redefine the industry in the process.

Sean Kester

Sean Kester
VP, Platform Strategy, SalesLoft

Mary Kate Cash

Mary Kate Cash
Global Marketing Project Manager, Diligent Corporation

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BREAKOUT: Herding Cats: Easing the Cross-Functional Collaboration Headache

Sales Enablement faces the tall task of aligning Sales and Marketing teams, each with different goals, resources - and personalities. Working with different departments doesn’t have to be frustrating. In this session, Mason Bradbury from Collibra will outline how they define team needs and deliver value. You’ll be armed with 9 steps toward building a cross-functional collaboration approach.

Mason Bradbury

Mason Bradbury
Global Head of Field Enablement, Collibra

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BREAKOUT: The Art of Welcoming

In the most recent State of the American Workplace report by Gallup, only 12% of employees strongly agree their “organization does a great job of onboarding.” This issue is not the sole responsibility of human resources. As Sales Enablement professionals, we must be experts at first impressions and effectively welcome new hires for the sake of their success. This session will cover tips for creating meaningful first impressions, provide best practices for effective onboarding while preventing new employee churn, and discuss how to leverage Showpad Coach for initial welcome and education.


John McClellan

John McClellan
Field Readiness Training Manager, Workiva

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BREAKOUT: Building For Success

How do you measure what matters? Today, Sales managers don't have the means to know exactly what measurable skills their new hires are taking away from their onboarding ramps. 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 create and manage enablement content against the framework that gives you and your Sales Managers a feedback loop to track success.

Sara Brylowski

Sara Brylowski
Content Management System Administrator, Looker

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BREAKOUT: It’s All About Sales: Measuring Marketing’s Content Impact with the Customer

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. 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 content for the buyer experience to drive success.  

Stephen Yeager

Stephen Yeager
Marketing Manager, Armstrong Ceilings & Walls Solutions

Travis Behler

Travis Behler
Integrated Marketing Manager, Armstrong Ceiling & Wall Solutions

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BREAKOUT: More than Just Adoption: Using Data to Drive Continuous Improvement

As Sales Enablement has evolved, so have the metrics for measuring its impact. Reporting on deliverables only shows part of the picture. Sales enablement and marketing teams need to know what content and courses are being consumed and which are making an impact. In this session, you’ll walk away with a better understanding of how and what to measure for a holistic view of your program’s success.

Ian Botbyl

Ian Botbyl
Principal Sales Enablement Manager, Puppet

Closing Session and Awards Ceremony

Happy Hour

06 November

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Networking Breakfast With Sales Enablement Experts

Demo Theater: Sales Performance International

Demo Theater : Sales Performance International\

Product Insights

Gaurav Kotak

Gaurav Kotak
VP Product, Showpad

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Fueling Growth: A Live Podcast Recording with Move the Deal

What does the future hold for sales enablement, and how can it fuel your success? Join Greg Moore, host of Miller Heiman’s Move the Deal podcast, as he talks with Helen Yu of Showpad and Doug Knight of Ivanti about what’s in store for sales enablement as it becomes increasingly critical. You’ll gain insights into how to capitalize on this emerging category to win more deals - and advance your career in the process.

Gregory Moore

Gregory Moore
Managing Director, Miller Heiman Group

Doug Knight

Doug Knight
Vice President, Sales Enablement, Ivanti Software

Helen Yu

Helen Yu
Chief Customer Officer , Showpad

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Networking Break and Demo Theater Sessions

Demo Theater: Outreach

Demo Theater : Outreach

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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!

Matthew Glaser

Matthew Glaser
VP Sales Operations, Sitecore

Stacey Box

Stacey Box
Senior Manager, Global Enablement Programs, Sitecore

Rita Jackson

Rita Jackson
VP, Product Marketing, 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
Writer, Animator

Closing Remarks

Networking Lunch

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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

Andrea Hardy Ihara

Andrea Hardy Ihara
Director of Sales Enablement and Development, Innovyze

Kyle  Himmelwright

Kyle Himmelwright
Director of Revenue Operations, Yelp

Nina  LaRouche

Nina LaRouche
Director, Sales Enablement, Salesforce.org

Drew Luzi

Drew Luzi
Director, Sales Enablement, Zywave

Irina Soriano

Irina Soriano
Director, Global Sales Enablement & Training, Percolate

Dave Lichtman

Dave Lichtman
CEO and Founder, Enablematch

Emily  FitzPatrick

Emily FitzPatrick
Sales Enablement and Training Manager, Showpad

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