Agenda At-A-Glance

Overview Why Attend? Hotel & Travel FAQs

Why Attend?

Hotel & Travel

FAQs

Program Keynote Sessions Track Sessions Guest Keynote Sessions Practitioner Case Studies

Keynote Sessions

Track Sessions

Guest Keynote Sessions

Practitioner Case Studies

Agenda Agenda At-A-Glance Downloadable Agenda

Agenda At-A-Glance

Downloadable Agenda

Speakers Sirius Keynote Speakers Sirius Track Session Speakers Guest Keynote Speakers

Sirius Keynote Speakers

Sirius Track Session Speakers

Guest Keynote Speakers

Marketplace

Golf Tournament

TIME

SESSION INFORMATION

12:00 PM – 5:30 PM

SiriusDecisions Sales Leadership Exchange Golf Tournament & Grab and Go Lunch

5:30 PM – 7:00 PM

Event Registration and Badge Pick-Up

5:30 PM – 7:30 PM

Opening Reception

8:00 AM – 9:00 AM

Networking Breakfast in the Marketplace

9:00 AM – 10:30 AM

Sales Leadership Exchange 2017: Thursday Keynotes

9:00 – 9:10 – Day One Welcome, Mark B. Levinson, SiriusDecisions 9:10 – 9:50 – Installing a Sales Operations Model that Works , Phil Harrell, SiriusDecisions 9:50 – 10:30 – Creating a Sales Enablement Organization Purpose-Built to Drive Sales Growth , Dan Troup, Nuance Communications

9:00 – 9:10 – Day One Welcome, Mark B. Levinson, SiriusDecisions

9:10 – 9:50 – Installing a Sales Operations Model that Works , Phil Harrell, SiriusDecisions

9:50 – 10:30 – Creating a Sales Enablement Organization Purpose-Built to Drive Sales Growth , Dan Troup, Nuance Communications

10:30 AM – 11:00 AM

Networking Break in the Marketplace

11:00 AM – 12:10 PM Case Study Sessions

Practitioner Case Studies (11:00 AM – 11:30 AM) Brainshark Case Study Corporate Visions Case Study Qstream Case Study

Practitioner Case Studies (11:00 AM – 11:30 AM)

Brainshark Case Study

Corporate Visions Case Study

Qstream Case Study

Powering Sales Readiness During a Business Transformation Creating a Team of Sales Triple Threats Changing Behaviors to Successfully Sell to the C-Suite Practitioner Case Studies (11:40 AM – 12:10 PM) Seismic Case Study Allego Case Study HireVue Case Study

Powering Sales Readiness During a Business Transformation

Creating a Team of Sales Triple Threats

Changing Behaviors to Successfully Sell to the C-Suite

Practitioner Case Studies (11:40 AM – 12:10 PM)

Seismic Case Study

Allego Case Study

HireVue Case Study

Unlock Your Content’s Potential with Lockton How Apptio Fosters Better Communication, Collaboration and Consistency Across a Global Sales Team Structured Digital Coaching that Reveals Team Readiness in Real Time, Anytime

Unlock Your Content’s Potential with Lockton

How Apptio Fosters Better Communication, Collaboration and Consistency Across a Global Sales Team

Structured Digital Coaching that Reveals Team Readiness in Real Time, Anytime

12:10 PM – 1:10 PM

Networking Lunch in the Marketplace

1:10 PM – 3:30 PM

Breakout Sessions (1:10 PM – 1:50 PM) Direct Sales Indirect Sales SiriusLabs Customer Engagement: Sales’ Role After the Close Gaining Control of Channel Discounting The SiriusDecisions Onboarding Execution Framework Breakout Sessions (2:00 PM – 2:40 PM) Direct Sales Indirect Sales SiriusLabs The Economics of Sales Talent: Recruiting and Retaining for Faster Growth Establishing the Right Channel Management Cadence The SiriusDecisions Revenue Growth Assessment Breakout Sessions (2:50 PM – 3:30 PM) Direct Sales Indirect Sales SiriusLabs Better Sales Coaching Through Performance Metrics Onboarding Channel Partner Account Managers The Channel Program Assessment Model: Design and Optimization

Breakout Sessions (1:10 PM – 1:50 PM)

Direct Sales

Indirect Sales

SiriusLabs

Customer Engagement: Sales’ Role After the Close

Gaining Control of Channel Discounting

The SiriusDecisions Onboarding Execution Framework

Breakout Sessions (2:00 PM – 2:40 PM)

The Economics of Sales Talent: Recruiting and Retaining for Faster Growth

Establishing the Right Channel Management Cadence

The SiriusDecisions Revenue Growth Assessment

Breakout Sessions (2:50 PM – 3:30 PM)

Better Sales Coaching Through Performance Metrics

Onboarding Channel Partner Account Managers

The Channel Program Assessment Model: Design and Optimization

3:30 PM – 4:10 PM

4:10 PM – 5:30 PM

4:10 – 4:50 – Sales Enablement: An Execution Spectrum , Heather Cole and Nancy Maluso, SiriusDecisions 4:50 – 5:30 – Transformation of a Sales Force in the Age of the Internet of Things , Gus S. Vasilakis, Ciena 5:30 – Day One Closing Remarks

4:10 – 4:50 – Sales Enablement: An Execution Spectrum , Heather Cole and Nancy Maluso, SiriusDecisions

4:50 – 5:30 – Transformation of a Sales Force in the Age of the Internet of Things , Gus S. Vasilakis, Ciena

5:30 – Day One Closing Remarks

5:30 PM – 6:30 PM

Cocktails and Networking in the Marketplace

6:30 PM – 8:30 PM

Dinner Reception

7:30 AM – 8:30 AM

8:30 AM – 10:00 AM

Sales Leadership Exchange 2017: Friday Keynotes

8:30 – 8:35 – Day Two Welcome, Mark B. Levinson , SiriusDecisions 8:35 – 9:15 – The Enhanced Partner Recruitment Waterfall , Mark B. Levinson and Stephanie Sissler, SiriusDecisions 9:15 – 10:00 – A Chief Sales Officer’s Guide to Achieving Balance to Drive Growth , Angela Hills, Cielo Talent

8:30 – 8:35 – Day Two Welcome, Mark B. Levinson , SiriusDecisions

8:35 – 9:15 – The Enhanced Partner Recruitment Waterfall , Mark B. Levinson and Stephanie Sissler, SiriusDecisions

9:15 – 10:00 – A Chief Sales Officer’s Guide to Achieving Balance to Drive Growth , Angela Hills, Cielo Talent

10:00 AM – 10:30 AM

10:30 AM – 12:10 PM

10:30 – 11:15 – Pipeline Acceleration: New Ways to Reduce Sales Cycle Time , Steve Silver and Dana Therrien, SiriusDecisions 11:15 – 12:00 – Leaders Fireside Chat: Balancing Art and Science , Mark B. Levinson, SiriusDecisions , Dan Troup, Nuance Communications , Angela Hills, Cielo Talent , Gus S. Vasilakis, Ciena 12:10 – Event Adjournment/2018 Event Announcement

10:30 – 11:15 – Pipeline Acceleration: New Ways to Reduce Sales Cycle Time , Steve Silver and Dana Therrien, SiriusDecisions

11:15 – 12:00 – Leaders Fireside Chat: Balancing Art and Science , Mark B. Levinson, SiriusDecisions , Dan Troup, Nuance Communications , Angela Hills, Cielo Talent , Gus S. Vasilakis, Ciena

12:10 – Event Adjournment/2018 Event Announcement

12:10 PM

Grab and Go Lunch

12:15 PM

Event Concludes