5 Expert Sessions / 3 Guest Speakers

Peer Networking/ Special Keynote

February 25-26, 2014

Rancho Bernado Inn, San Diego

Intelligent Growth™:

The Race is On

Sales organizations report that value actualization tools are the most likely source of

future investment during the next 12 months, however to date the lowest

percentage of organizations report that value actualization tools meet expected

ROI. #SDExchange

#SDExchange

All b-to-b organizations have a growth target, but how they intend to grow – and should grow –

varies. Will it be through new markets? New buyers? New offerings? Making acquisitions? Focusing

on productivity? Making a choice – or choices – will have significant strategic and execution-related

ramifications for chief sales officers, as well as sales operations and sales enablement leaders. This

presentation will provide the following benefits:

• See new data on which of five SiriusDecisions growth pillars b-to-b organizations will be focused

on for the upcoming fiscal year

• Receive detail on the biggest challenges that b-to-b sales leaders see with the growth choices

their executive leadership has made

• Learn about strategic shifts a sales leader will likely need to make as a result

Intelligent Growth 2015: The State of B-to-B SalesJames Ninivaggi , Mark Levinson and Laz Gonzalez

As soon as an organization chooses its growth path(s), the first question a sales leader should be

asking is: How quickly will our sales force become productive? Especially as the demand for top

sales talent begins to outstrip supply, finding, onboarding and retaining top performers able to handle

a set of new buyers, markets or offerings becomes mission critical. This presentation will provide the

following benefits:

• See a new sales talent optimization framework designed to accelerate time to productivity vs.

merely addressing sales competency

• Understand how the framework would be applied differently given a focus on SiriusDecisions’ five

growth pillars

• Learn how to efficiently manage delivery of framework elements that optimize sales talent

Time to Productivity vs. Time to CompetencyJames Ninivaggi and Sharon Little

#SDExchange

Organizations with higher than 90% quota attainment report an average of $3,390

of training and development spend per sales headcount, while organizations with

lower than 90% quota attainment report an average of $1,250. #SDExchange

B-to-b sales organizations invest millions of dollars in technology each year to improve sales

productivity. Unfortunately, adoption rates and end user satisfaction with the infrastructure remain low,

often because the technologies chosen and managed are not best aligned with the strategic initiatives

as shared with reps and partners. This presentation will provide the following benefits:

• Understand the optimal infrastructure for an organization pursuing a specific growth path

• Learn how the positioning and use of specific technologies should be adapted given an

organization’s growth goals

• See best practices and critical success factors for sales executives to promote the adoption and

use of a range of sales applications

Sales Infrastructure

Mark Levinson and Steve Silver

#SDExchange

Whether entering new markets through distributors or launching new offerings through service

providers, b-to-b channel suppliers continue to face daunting challenges when attempting to reach

their growth objectives. Choosing which routes to market a company should take requires channel

sales leaders to understand what is working across multiple partner types and how each initiative is

best suited to driving growth. This presentation will provide the following benefits:

• Understand which different partner types are best matched to various growth initiatives, and why

• See a new framework designed to help channel leaders develop growth path-related incentives

that will best motivate and reward partners

• Observe best practices for deploying channel sales enablement programs and equipping partners

to sell new solutions and to enter new vertical markets

Choosing the Ideal 3rd Party Channel Approach

Laz Gonzalez and Stephanie Sissler

#SDExchange

Organizations that have adopted the SiriusDecisions Rearchitected Demand

Waterfall™ model, and used it to identify and implement productivity improvement

report up to110% improvement in overall conversation rate

throughput. #SDExchange

#SDExchange

When an organization’s growth plan has been decided, sales leaders must quickly and accurately

assess their function through five lenses: leadership, organization, skills, infrastructure and incentives.

Has each been optimized for growth, or are there fundamental gaps or factors that will result in the

sales force not being able to deliver? This presentation will provide the following benefits:

• Learn more about the five key categories SiriusDecisions uses to evaluate an organization’s ability

to achieve growth targets against its intended pillar(s)

• Understand the responsibilities the CSO has for each growth pillar across each category

• See a timeline-based approach to implementing the components within each category

Leading Growth: The CSO’s Playbook

James Ninivaggi, Mark Levinson and Laz Gonzalez

Introducing our Guest Speakers

#SDExchange

Dr. James Canton is a renowned global futurist, social scientist, keynote presenter, author, and

visionary business advisor. For over 25 years, he has been insightfully predicting the key trends that

shape our world. He is a leading authority on future trends in innovation and technology. He is CEO

and Chairman of the Institute for Global Futures, leading think tank he founded in 1990 that advises

business and government clients.

A frequent guest of the media, Dr. Canton has been a commentator on CNBC, Fox and CNN and his

work has been recognized by Forbes, the Economist, PBS, Fortune, Discovery and the Wall Street

Journal. He is the author of Future Smart, Managing the Game Changing Trends that will Shape Your

World, The Extreme Future and Technofutures.

Keynote Presentation

Dr. James Canton, Institute for Global Futures

#SDExchange

Todd Cione is Chief Revenue Officer at Rackspace. He oversees Rackspace marketing and communications globally as well as direct and indirect sales for the Americas. He is responsible for crafting, articulating and executing Rackspace’s differentiated go-to-market strategy and for delivering growth through all sales channels and from all customer segments.

Todd joined Rackspace in 2013 as SVP, Acquisition Sales, and then moved on to become SVP, Sales for the Americas region, where he helped launch the managed cloud strategy and offering to customers and partners across all segments.

He brings more than 20 years of technology market experience serving customers and partners globally, while building and developing integrated sales, marketing, and partner teams. Before joining Rackspace, Todd spent 15 years at Microsoft, most recently as the Asia-Pacific Marketing and Operations leader, based in Singapore, where he was responsible for $4 billion in revenue from sales of software, cloud services, and enterprise services. Before that, he led Microsoft enterprise and mid-marketsales, partner, and marketing organizations in the Asia-Pacific region and the United States.

Todd is a graduate of Baylor University with a degree in English and Business. A longtime advocate of the Gallup StrengthsFinderapproach to workplace leadership, his top five strengths are: Competition, Belief, Achiever, Responsibility, and Arranger.

Guest Presenter

Todd Cione, Chief Revenue Officer, Rackspace

#SDExchange

Sal began his career as an Associate Director at the University of Miami (Florida) where he co-founded the Microcomputer Institute in the School of Continuing Studies. As a serial entrepreneur he founded his first IT company, which focused on developing and publishing software for Apple's revolutionary Macintosh personal computer in 1984. After selling that company in 1988, he spent time as a consultant within the software distribution industry. In 1990 Sal co-founded the first of several IT companies focused exclusively on the resale and integration of IBM software. As one of IBM’s first software channel partners in the early 90's, his company delivered mainframe- and AS400-based solutions across multiple market segments and industries. Coinciding with IBM's formation of Software Group in the mid-90's, he went on to build, lead and sell a succession of successful system integration businesses prior to joining IBM as a professional hire in early 2007. As a worldwide Vice President he held sales, channel, operational and transformational roles. In his current role as CA Technologies’ VP Marketing – Global Partner Organization, he is responsible for all channel and business partner-marketing activities.

An avid wine collector, athlete, author, amateur musician, and classic car buff, he lives life to the fullest under the beautiful skies of North Carolina with his wife and two amazing daughters.

Guest Presenter

Sal Patalano, VP Marketing – Global Partner Organization, CA Technologies

#SDExchange

Lee Cooper is vice president of global sales and marketing for GE Energy Management, which develops advanced technology solutions to help solve the efficiency challenges faced during the generation, distribution and consumption of power around the world. As a GE Company Officer, Lee has global responsibility for the sales and marketing teams across the Energy Management portfolio. He is responsible for driving sales growth by delivering positive customer outcomes, commercial intensity, channelstrategy, and overall team development and execution.

Immediately prior to his current position, he was the Chief Commercial Officer at GE Corporate, where he had oversight for sales and marketing development across GE and in 2008, he served as Chief Marketing & Commercial Officer for GE Capital Americas, GE’s mid-market finance business in the U.S., Canada and Mexico. His responsibilities included sales, marketing, pricing, and communications.

Lee previously led GE Capital’s Enterprise Client Group, where his team was responsible for the business’ 2,500 most strategic customer relationships. In January 2006, Lee was awarded GE’s Chairman Award for Commercial Excellence in Enterprise Selling.During 2003-2004, he was president of GE’s Canadian Equipment Financing business. Before that, he led GE’s Commercial Equipment Finance’s “Access GE” program, where GE shares key learnings and practices with clients to help them solve their biggest business challenges. Lee joined GE Capital in 1990 and during the ensuing decade he held sales management roles of increasing responsibility and scope. He is a graduate of Ohio Wesleyan University, earning his bachelor’s degree in economics.

Guest Presenter

Lee Cooper, VP Global Sales and Marketing, GE Energy Management

Visit our Web site for more information

February 25-26, 2014

Rancho Bernado Inn, San Diego

Intelligent Growth™:

The Race is On