April

12

7:30 am

Registration/Breakfast

9:00 am

The State of Sales and Marketing in 2017| Scott Albro, TOPO

10:00 am

Networking Break

10:15 am

The State of Sales Development | Kristina McMillan - TOPO

Join TOPO's Director of Research as she discuss key trends in sales development including some key findings from TOPO's recent research on Sales Development Technology. She will explore how the rise of Account-Based Sales Development has impacted the strategic role of the SDR, the implications of today's sales development funnel, and how technology continues to change sales development's go-to-market strategy.

11:00 am

Networking Break

11:15 am

Andrew Berger - Square

12:00 pm

Lunch/Marketplace

1:30 pm

Keynote Speaker: Details Coming Soon!

2:30 pm

Networking Break

2:45 pm

9 Strategic Levers for Building and Leading Sales Development | Scott Keane - Google

It’s one thing to have a sales development team, but to achieve consistent and repeatable success, you need to understand how to scale and lead with efficiency and established processes. Google’s Scott Keane will be sharing his key strategies for aligning Sales and Marketing, growing results, and driving efficiency in your SDR team, and how leveraging fundamentals is often paramount to success.

3:30 pm

Networking Break

3:45 pm

Sarah Branfman - MongoDB

4:30 pm

Networking Break

4:45 pm

Sales and Marketing Excellence Awards 2017 | Scott Albro & Craig Rosenberg

The Sales and Marketing Excellence Awards are an opportunity for TOPO to recognize the world’s best sales and marketing leaders. Exceptional leaders in the fields of sales, sales development, & demand generation will sit down with TOPO Analysts & discuss how they achieve exceptional revenue growth.

5:30 pm

Summit Bash

7:30 pm

Hosted VIP Dinners

April

13

8:00 am

Registration/Breakfast

9:00 am

Ralph Barsi - ServiceNow

9:45 am

Networking Break

10:00 am

Megan Ketchum - LinkedIn

10:45 am

Break

11:00 am

The Best Story Wins | Matthew Luhn, Pixar

Great companies tell great stories - stories that resonate with customers. In this featured keynote, you'll learn how to develop and deliver compelling stories to your customers from one of the world's best storytellers - Matthew Luhn. With over 25 years of experience creating stories and characters for Pixar and The Simpsons, Matthew will share what he's learned about stories while working on films such as Toy Story, Finding Nemo, UP, and Monsters Inc. He'll teach us how to use key principles such as the three key elements of storytelling and the story spine so that our sales and marketing organizations can start telling truly great stories.

12:00 pm

Lunch/Marketplace

1:00 pm

The Lead Funnel and Metrics that Matter | Julie Drimel - Oracle | Netsuite

Join us to hear how NetSuite consolidated reporting across demand gen, lead gen, and sales functions to tell a single story and make better business decisions. By focusing on agreement for common definitions and processes, leveraging technology, and consolidating the ownership of data across three organizations that rely on each other for success, NetSuite found better insights into their lead funnel and the ability to make proactive decisions to positively impact sales.

1:45 pm

Networking Break

2:00 pm

Nick Shannon & Angel Bujanda - VMware

2:45 pm

Networking Break

3:00 pm

Buyer Panel

Do you ever wonder what buyers really think of how you sell? This is your chance to learn firsthand what buyers want from you. In this interactive panel discussion, you’ll learn what buyers want from salespeople, the experiences they value, and the messaging that resonates. The panel will discuss buyer preferences in key buying centers such as marketing, IT, and finance.

April

12

7:30 am

Registration/Breakfast

9:00 am

The State of Sales and Marketing in 2017 | Scott Albro, TOPO

10:00 am

Networking Break

10:15 am

The TOPO Account-Based Funnel | Eric Wittlake - TOPO

Taking an account-based approach to market drives higher close rates, higher customer value and delivers sustainable and profitable growth. The benefits are clear, but the transition isn't easy. In this session, you will learn some of the changes you can make to successfully implement an account-based go-to-market strategy in your organization and a framework for effectively measuring the results from your account-based efforts.

11:00 am

Networking Break

11:15 am

Shalin Bhandari & Dan Kimball - Eventbrite

12:00 pm

Lunch/Marketplace

1:30 pm

Keynote Speaker: Details Coming Soon!

2:30 pm

Networking Break

2:45 pm

Lauren Vacarello - Box

3:30 pm

Networking Break

3:45 pm

Going "All-In" on Account-Based Everything | Jennifer Pockell Dimas - Plex

Join us to hear how Jennifer, a self proclaimed "data nerd", discussing how Plex, a supplier of ERP solutions, has successfully driven revenue growth with a 100% account-based data-driven strategy across sales and marketing. Attendees will hear about the tools, tactics and process transformations this company deployed, as part of an “account-based everything” approach, as well as some of the powerful results they have seen in campaign conversion and revenue results.

4:30 pm

Networking Break

4:45 pm

Sales and Marketing Excellence Awards 2017 | Scott Albro & Craig Rosenberg

The Sales and Marketing Excellence Awards are an opportunity for TOPO to recognize the world’s best sales and marketing leaders. Exceptional leaders in the fields of sales, sales development, & demand generation will sit down with TOPO Analysts & discuss how they achieve exceptional revenue growth

5:30 pm

Summit Bash

7:30 pm

Hosted VIP Dinners

April

13

8:00 am

Registration/Breakfast

9:00 am

James Lamberti, Quri

9:45 am

Networking Break

10:00 am

Nick Ezzo - Host Analytics

10:45 am

Networking Break

11:00 am

The Best Story Wins | Matthew Luhn, Pixar

Great companies tell great stories - stories that resonate with customers. In this featured keynote, you'll learn how to develop and deliver compelling stories to your customers from one of the world's best storytellers - Matthew Luhn. With over 25 years of experience creating stories and characters for Pixar and The Simpsons, Matthew will share what he's learned about stories while working on films such as Toy Story, Finding Nemo, UP, and Monsters Inc. He'll teach us how to use key principles such as the three key elements of storytelling and the story spine so that our sales and marketing organizations can start telling truly great stories.

12:00 pm

Lunch/Marketplace

1:00 pm

Adam Cleveland - Tradeshift

1:45 pm

Networking Break

2:00 pm

Session Details Coming Soon

2:45 pm

Networking Break

3:00 pm

Buyer Panel

Do you ever wonder what buyers really think of how you sell? This is your chance to learn firsthand what buyers want from you. In this interactive panel discussion, you’ll learn what buyers want from salespeople, the experiences they value, and the messaging that resonates. The panel will discuss buyer preferences in key buying centers such as marketing, IT, and finance.

April

12

7:30 am

Registration/Breakfast

9:00 am

The State of Sales and Marketing in 2017 | Scott Albro, TOPO

10:00 am

Networking Break

10:15 am

Recomended Session: Details Coming Soon

11:00 am

Networking Break

11:15 am

Recommended Session: Details Coming Soon

12:00 pm

Lunch/Marketplace

1:30 pm

Keynote Speaker: Details Coming Soon!

2:30 pm

Networking Break

2:45 pm

Recommended Session: Details Coming Soon

3:30 pm

Networking Break

3:45 pm

Recommended Session: Details Coming Soon

4:30 pm

Networking Break

4:45 pm

Sales and Marketing Excellence Awards 2017 | Scott Albro & Craig Rosenberg

The Sales and Marketing Excellence Awards are an opportunity for TOPO to recognize the world’s best sales and marketing leaders. Exceptional leaders in the fields of sales, sales development, & demand generation will sit down with TOPO Analysts & discuss how they achieve exceptional revenue growth.

5:30 pm

Summit Bash

7:30 pm

Hosted VIP Dinners

April

13

8:00 am

Registration/Breakfast at the Battery

9:00 am

Keynote Speaker: The Best Story Wins | Matthew Luhn - Pixar

Great companies tell great stories - stories that resonate with customers. In this featured keynote, you'll learn how to develop and deliver compelling stories to your customers from one of the world's best storytellers - Matthew Luhn. With over 25 years of experience creating stories and characters for Pixar and The Simpsons, Matthew will share what he's learned about stories while working on films such as Toy Story, Finding Nemo, UP, and Monsters Inc. He'll teach us how to use key principles such as the three key elements of storytelling and the story spine so that our sales and marketing organizations can start telling truly great stories.

9:45 am

Session Details Coming Soon

10:30 am

Networking Break

10:45 am

Jeff Yoshimura - Elastic

11:30 am

Transforming a Construction SaaS Company to a B2B Unicorn | Dennis Lyandres - Procore

Every SaaS company's objective is to achieve the elite status of unicorn, but what if you tried to achieve this goal selling only to the construction market? Procore has proven that a unicorn can be created in the vertical SaaS market, and their exponential growth is seemingly never-ending. Join Procore's EVP of Sales, Dennis Lyandres, as he presents the key strategies that drive their growth including a maniacal dedication to culture, a metrics-driven approach, and a comprehensive employee success program enabled by a robust technology stack.

12:15 pm

Lunch

1:15 pm

From 0 to public with Zero Minutes Arguing | Aimee Miller - Appfolio

For most organizations, sales and marketing alignment is a never-ending topic with little light at the end of the tunnel. Appfolio is one of tech's amazing growth stories where alignment was not only real, but actually one of the key factors for their success. Join Appfolio's CMO, Aimee Miller, as she discusses the strategies and tactics that joined sales and marketing at the hip to build a big company.

2:00 pm

AJ Gandhi - RingCentral

2:45 pm

Networking Break

3:00 pm

Matt Loop - LinkedIn

3:45 pm

Session Details Coming Soon

4:30 pm

Closing Remarks

4:45 pm

Happy Hour

April

12

7:30 am

Registration/Breakfast

9:00 am

The State of Sales and Marketing in 2017 | Scott Albro, TOPO

10:00 am

Networking Break

10:15 am

Session Details Coming Soon

11:00 am

Networking Break

11:15 am

Session Details Coming Soon

12:00 pm

Lunch/Marketplace

1:30 pm

Keynote Speaker Details Coming Soon!

2:30 pm

Networking Break

2:45 pm

Cleaning Up Your MarTech Stack | Tom Scearce, TOPO

When is the last time you really looked at your marketing and sales technology stack? A list of vendors, annual costs, and renewal dates is good, but it won’t be enough when the next change event comes. Can you visualize your stack from the customer’s POV? Can you explain and defend each stack element to management? Join Senior Marketing Consultant Tom Scearce as he shares specific tools and best practices for the why, when and how of optimizing your martech stack. You’ll gain actionable strategies to connect martech investments with profitable revenue growth.

3:30 pm

Networking Break

3:45 pm

Tech Panel

4:30 pm

Networking Break

4:45 pm

Sales and Marketing Excellence Awards 2017 | Scott Albro & Craig Rosenberg

The Sales and Marketing Excellence Awards are an opportunity for TOPO to recognize the world’s best sales and marketing leaders. Exceptional leaders in the fields of sales, sales development, & demand generation will sit down with TOPO Analysts & discuss how they achieve exceptional revenue growth.

5:30 pm

Summit Bash

7:30 pm

Hosted VIP Dinners

April

13

8:00 am

Registration/Breakfast

9:00 am

Mike Manheimer - Gainsight

9:45 am

Networking Break

10:00 am

Eric Wittlake - TOPO

10:45 am

Break

11:00 am

The Best Story Wins | Matthew Luhn - Pixar

Great companies tell great stories - stories that resonate with customers. In this featured keynote, you'll learn how to develop and deliver compelling stories to your customers from one of the world's best storytellers - Matthew Luhn. With over 25 years of experience creating stories and characters for Pixar and The Simpsons, Matthew will share what he's learned about stories while working on films such as Toy Story, Finding Nemo, UP, and Monsters Inc. He'll teach us how to use key principles such as the three key elements of storytelling and the story spine so that our sales and marketing organizations can start telling truly great stories.

12:00 pm

Lunch/Marketplace

1:00 pm

Session Details Coming Soon

1:45 pm

Networking Break

2:00 pm

Rao Adavikolanu - Intaact

2:45 pm

Networking Break

3:00 pm

Buyer Panel

Do you ever wonder what buyers really think of how you sell? This is your chance to learn firsthand what buyers want from you. In this interactive panel discussion, you’ll learn what buyers want from salespeople, the experiences they value, and the messaging that resonates. The panel will discuss buyer preferences in key buying centers such as marketing, IT, and finance.

April

12

7:30 am

Registration/Breakfast

9:00 am

The State of Sales and Marketing in 2017 | Scott Albro, TOPO

10:00 am

Networking Break

10:15 am

High Impact Messaging | Greg Tapper - TOPO

Every company wants to grow faster—with larger deals, faster velocity, higher LTV, lower churn, and lower CAC. Yet in any given market sales reps compete on virtually identical products and features, and deals often boil down to price. Even in the same company selling the same product, certain sales reps outperform and outsell their own peers. How is this possible? The answer is: messaging. In this presentation you’ll learn the foundation of messaging and you’ll walk away with insights, valuable frameworks, and battlecards that will help you drive higher conversion.

11:00 am

Networking Break

11:15 am

Account-Based Sales Plays | Craig Rosenberg, TOPO

12:00 pm

Lunch/Marketplace

1:30 pm

Keynote Speaker Details Coming Soon!

2:30 pm

Networking Break

2:45 pm

Ryan Arnett - OpenGov

3:30 pm

Networking Break

3:45 pm

Effective LinkedIn Strategies for Prospecting and Sales Success | Robert Koehler -TOPO

For Sales, LinkedIn is not a social platform, it's a mission-critical part of day-to-day life. 100% of Sales and SDR organizations are using LinkedIn as part of their outreach strategy. In this session, TOPO's Robert Koehler will provide the best practices for unlocking the potential of LinkedIn. We know there are millions of LinkedIn tips and tricks on the internet, but Robert will clear through the noise to present the definitive set of best practices and techniques. These include key elements to profile development, outreach strategies, and how to's for content leveraging which are utilized by the best SDRs and sales reps from high-growth companies around the world.

4:30 pm

Networking Break

4:45 pm

Sales and Marketing Excellence Awards 2017 | Scott Albro & Craig Rosenberg

The Sales and Marketing Excellence Awards are an opportunity for TOPO to recognize the world’s best sales and marketing leaders. Exceptional leaders in the fields of sales, sales development, & demand generation will sit down with TOPO Analysts & discuss how they achieve exceptional revenue growth.

5:30 pm

Summit Bash

7:30 pm

Hosted VIP Dinners

April

13

8:00 am

Registration/Breakfast

9:00 am

Outbound Prospecting Fundamentals | David Hershenson - TOPO

Outbound prospecting isn't dead. As a matter of fact, it continues to grow, and is more efficient and effective than ever before. In this session, David Hershenson will share proven methods for outbound prospecting from some of the best high-growth outbound programs today. He will provide the strategies and instructions for building the key tactics you need to succeed including touch patterns, outbound messaging, and impactful live calls.

9:45 am

Networking Break

10:00 am

Discovery & Demo Fundamentals | Greg Tapper

10:45 am

Networking Break

11:00 am

The Best Story Wins | Matthew Luhn, Pixar

Great companies tell great stories - stories that resonate with customers. In this featured keynote, you'll learn how to develop and deliver compelling stories to your customers from one of the world's best storytellers - Matthew Luhn. With over 25 years of experience creating stories and characters for Pixar and The Simpsons, Matthew will share what he's learned about stories while working on films such as Toy Story, Finding Nemo, UP, and Monsters Inc. He'll teach us how to use key principles such as the three key elements of storytelling and the story spine so that our sales and marketing organizations can start telling truly great stories.

12:00 pm

Lunch/Marketplace

1:00 pm

David Belden - Google

1:45 pm

Networking Break

2:00 pm

Managing Trials For Success | Robert Koehler, TOPO

2:45 pm

Break

3:00 pm

Buyer Panel

Do you ever wonder what buyers really think of how you sell? This is your chance to learn firsthand what buyers want from you. In this interactive panel discussion, you’ll learn what buyers want from salespeople, the experiences they value, and the messaging that resonates. The panel will discuss buyer preferences in key buying centers such as marketing, IT, and finance.

April

12

7:30 am

Registration/Breakfast

9:00 am

The State of Sales and Marketing in 2017 | Scott Albro - TOPO

10:00 am

Networking Break

10:15 am

Andrew McGuire - DuoSecurity

11:00 am

Networking Break

11:15 am

Jairaj Sounderrajan - Twilio

12:00 pm

Lunch/Marketplace

1:30 pm

Keynote Speaker Details Coming Soon!

2:30 pm

Networking Break

2:45 pm

Tracy Zirbel - Cisco Meraki

3:30 pm

Networking Break

3:45 pm

Lars Nilsson & Karan Singh - Cloudera

4:30 pm

Networking Break

4:45 pm

Sales and Marketing Excellence Awards 2017 | Scott Albro & Craig Rosenberg

The Sales and Marketing Excellence Awards are an opportunity for TOPO to recognize the world’s best sales and marketing leaders. Exceptional leaders in the fields of sales, sales development, & demand generation will sit down with TOPO Analysts & discuss how they achieve exceptional revenue growth.

5:30 pm

Summit Bash

7:30 pm

Hosted VIP Dinners

April

13

8:00 am

Registration/Breakfast

9:00 am

Adam Sold - FinancialForce

9:45 am

Networking Break

10:00 am

Elaine Mao - UBER

10:45 am

Networking Break

11:00 am

The Best Story Wins | Matthew Luhn, Pixar

Great companies tell great stories - stories that resonate with customers. In this featured keynote, you'll learn how to develop and deliver compelling stories to your customers from one of the world's best storytellers - Matthew Luhn. With over 25 years of experience creating stories and characters for Pixar and The Simpsons, Matthew will share what he's learned about stories while working on films such as Toy Story, Finding Nemo, UP, and Monsters Inc. He'll teach us how to use key principles such as the three key elements of storytelling and the story spine so that our sales and marketing organizations can start telling truly great stories.

12:00 pm

Lunch/Marketplace

1:00 pm

Tech Panel

1:45 pm

Networking Break

2:00 pm

Rodney Toy - ForeScout Technologies

2:45 pm

Networking Break

3:00 pm

Buyer Panel

Do you ever wonder what buyers really think of how you sell? This is your chance to learn firsthand what buyers want from you. In this interactive panel discussion, you’ll learn what buyers want from salespeople, the experiences they value, and the messaging that resonates. The panel will discuss buyer preferences in key buying centers such as marketing, IT, and finance.

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