13 November

Breakfast & Registration

Welcome Remarks

Theresa O'Neil
VP Marketing, Showpad

How B2B Buyers are Redefining Sales Enablement

Everyone knows that B2B buyers have changed dramatically, but there are a lot of conflicting interpretations regarding how and why. What’s clear, however, is that modern sellers need to adapt to these changes and up their game. To meet the requirements of today's buyers, sellers and marketers need to work in concert and take a data-driven approach to collaboration. 


Join Forrester Principal Analyst, Mary Shea for this keynote, as she shares new research and addresses:

·  Modern Buying: What today’s B2B buyers want

·  Modern Selling:  How B2B sales reps must engage

·  Bonus: How winning sales organizations operate

Mary Shea
Principal Analyst, Forrester Research

Revolutionizing Buying-Selling Experiences with Innovation

Driving Disruption - Fresh approaches to growth, innovation, and transformation

In the complex and competitive arena of sales enablement, why do some organizations soar while others get passed by?  In this inspiring and actionable session, 5-time tech entrepreneur, New York Times bestselling author, and venture capital investor Josh Linkner delivers a systematic approach to fully embrace - and drive - transformation.  You'll walk away energized and armed for battle with new mindsets and tools that will fuel sustainable success.  Surprising, hilariously funny, powerful, relevant, and memorable, this interactive session will help you enjoy measurable results and seize your full potential.


Josh Linkner
Chairman, Platypus Labs

To Challenge or Not to Challenge - Differences Between Acquisition and Expansion Messaging

Challenging prospects is a proven way to get them to do something different. But what about when it’s time to renew your customers or convince them to expand the relationship?  

Join Tim Riesterer, co-author of The Three Value Conversations, as he explores science-backed messaging research that reveals when you should deploy a disruptive message and when you should throttle back. These studies help you tell the right story for the right buying situation—and leave behind the one-size-fits-all approaches and sales methodologies that are holding you back. You’ll learn how to:

  • Disrupt status quo bias when you need to win new business
  • Reinforce status quo bias when you need to keep and expand with existing customers
  • Break free from one-size-fits-all approaches to the customer conversation and get more situationally fluent with your sales messaging and skills.

Tim Riesterer
Chief Strategy Officer, Corporate Visions

Expo Hall & Networking

Is the Salesperson disappearing?

Tim Sullivan will illustrate the most important changes in B2B buying, driven by the rapid rise of buyer empowerment. These changes create threats, but also opportunities, for sales organizations. Digital technology now provides sales teams with the ability to get ahead of these changes. Sales teams who understand the urgency to adapt, as the traditional roles of salespeople decline, will be equipped to outperform in the markets in which they compete.

Tim Sullivan
Corporate Vice President- Business Development , SPI

One Size CAN Fit All: A Fireside Chat with GE Healthcare

Imagine your products range from contrast media agents to an entire factory. How do you build a sales enablement strategy that will serve such diverse sales teams, including those operating in a highly regulated environment? Join this session to learn how to gain sponsorship, collaborate with peers, build a case and win adoption for a single strategy that solves a wide range of sales enablement needs.

Carrie Fraser
Head of Marketing Operations, GE Healthcare, GE Healthcare

Lunch

Transparency, Decision Science and the Future of Sales

The future of sales is radically transparent. Are you ready?

While buyers today already do most of their information gathering before they have their first conversation with a seller, there’s a new category of information proliferation requiring a change in the sales conversation - feedback on our products and services. It’s easy to find, and it’s a requirement for the buying brain.

We’ll take the latest insights from decision science and merge them with a broader understanding of consumer influence, to find that the answer might just be to teach salespeople the opposite of what we’ve historically taught them to do.

Todd Caponi
Author of the book, "The Transparency Sale", Sales Melon

Transform Your Sales and Marketing Organizations to Scale Success

To scale sales success, organizations need to consider not only the sales organization, but also how sales collaborates with marketing, and how both teams are supported with enablement and technology. This session outlines a step by step approach to modernize sales by leveraging investments in operational systems and incrementally improving customer-facing experiences, organizational priorities and investments, collaboration between sales and marketing, and sales enablement. 

Theresa O'Neil
VP Marketing, Showpad

Ready, Set, Grow: How to Build Content and Training Programs for Sales Success

Onboarding sales teams and keeping them current is not a job for the unprepared. An even bigger challenge is developing, delivering, and maintaining accurate and up-to-date content for a wide range of audiences. Our expert panel will share tips they uncovered as they set out to tackle problems like rapid onboarding, adoption, and balancing types of content, with the ultimate goal of turning sales reps into top performers. 

Chris Book
Global Sales Enablement Manager, Twilio

Brenda Quinney
Manager, Worldwide Sales Enablement, RSA

Gigi Gazelle Urquico
Director Sales Performance, Informatica

Expo Hall & Networking

From Information to Action: The Future of Sales Enablement

B2B selling is in challenging times. The path to purchase is taking longer and deals are getting more complex. The modern seller is challenged with engaging buyers who are more knowledgeable and more demanding. In this keynote, Showpad founders PJ Bouten and Louis Jonckheere will share original research on the expectations of today’s buyers and define the future of sales enablement.

Pieterjan Bouten
CEO & Co-Founder, Showpad

Louis Jonckheere
CPO & Co-Founder, Showpad

Excellence Award Ceremony

The Transform Excellence Awards are designed to recognize and promote the best-in-class sales enablement deployments from customers and partners who are true leaders and innovators in their industry. The objective of the Award is to inspire organizations to develop the best sales enablement practices and encourage creativity in designing customer experiences. 

Liz Carten
Head of Global Customer Success, Showpad

Carthey Van Dyke
Customer Success Team Lead, Showpad

Welcome Reception

14 November

Breakfast & Registration

Welcome Remarks

Jason Holmes
President & Chief Operating Officer , Showpad

Pieterjan Bouten
CEO & Co-Founder, Showpad

Showpad Vision - Product Strategy and Roadmap

Showpad's vision is to help customers deliver the best buyer experience - and we continue to invest heavily in product innovation as we aim to realize our vision. Join us in this session to learn more about where our product is headed and our quest to build the world's most comprehensive & intelligent sales enablement platform.

Louis Jonckheere
CPO & Co-Founder, Showpad

Sumeet Ganju
Vice President, Product, Showpad

Expo Hall & Networking

To Do, and Not to Do: The Sales Enablement Journey from Three Perspectives

In this panel discussion, we bring together leaders in marketing, sales enablement and IT to learn their tips on best practices … and not-so-good practices to avoid. You’ll learn how IFF, CertainTeed and Optiv are advancing sales enablement in their diverse organizations to streamline complex sales, gain adoption and improve results.

David OConnell
Sr. Director, Sales Enablement, Optiv

Abigail Kramer
IT Analyst, CertainTeed

Karen Stanton
Global Marketing Director, IFF

Lunch

How to Build Your Revenue-Generating Machine

The world of sales is driven by metrics. How do you tie your sales enablement activities to results and justify the right budget for your programs? In order to train your sales teams to be consultants that drive value, you need the right resources. In this session, Michael Hoy with Pendo will share how he built a case that won him the money he needed to invest in a sales enablement program that works. 

Michael Hoy
Head of Enablement, Pendo

Built for Scale: How A Tiny Team Redefined Sales Enablement for a Global Life Sciences Company

In a $2.3B life sciences company that delivers innovation for a healthier world, sales training and enablement used to be anemic - at best. In this session, you’ll learn a “one-person show” in training and her colleagues in sales enablement used LearnCore and Showpad to dramatically increase their reach and fuel the sales team’s success.

Sheryl Upkes
Global Sales Training Manager, PerkinElmer

Expo Hall & Networking

Creating actionable insights through Showpad analytics

Join Andy Gibson, Sales Optimization Manager at Kimberly-Clark Professional as he discusses how Kimberly-Clark strategizes across teams and leverages business intelligence/analytics to generate actionable insights that improve sales and marketing effectiveness.  

Andrew Gibson
Sales Enablement Manager, Kimberly-Clark

Order from Chaos: Enabling Sales Through Constant Change

How do you keep your sales team up-to-speed when your company is constantly changing and acquiring new products?  iPipeline is a fast-growth financial and insurance solutions provider that needed to tackle this tough problem fast. Learn how they enabled their team to effectively and consistently sell new products to a range of industries and customer types.  You’ll see how they delivered real results - and even got an unexpected benefit from their program.

Richard Grisham
AVP, Sales Engineering and Operations, iPipeline

How to Deliver Exceptional Value Through Your Brand Experience

Innovation doesn't end with your product or service. It extends through every experience with your brand. Apple has mastered it. So have many other organizations. Innovation in brand experience not only creates differentiation and loyalty, but also tremendous value for both the organization and customers. 

Join leading global brand expert Matt Bowen, president of Brandigo, as he shares tips and ideas on how finding the core differentiation of your brand and then bringing it to life every step of the way leads to exceptional customer experiences and growth. 

Matt Bowen
President/North America, Brandigo

Tools, Teaming & Transparency - The Keys to Sales Enablement Success

What if sales enablement stopped being perceived as a cost center? What if, instead of thinking of it as training, or onboarding, or the resting place for an organization’s broken things, we thought of sales enablement as a strategic investment—a proactive function that actually enables sales to sell more, sell higher and sell faster? Join Roderick Jefferson for this keynote as he addresses:

  • His formula for creating an effective sales enablement function 
  • How sales enablement can earn a seat at the executive table
  • How sales enablement can turn conversations into actions that drives revenue

Roderick Jefferson
CEO, Roderick Jefferson & Assoc.

Happy Hour