08:30 - 09:00
Arrival, registration & breakfast networking
09:10 - 09:20
Introduction from The Network Group & Chairperson
A brief introduction to the event software, SNS — this software, unique to the industry, empowers our attendees to make the most effective use of their time at the event by maximising networking opportunities. The software designs a personalised agenda & enables attendees to arrange one-to-one meetings with each other. This will be followed by a welcome from the chairperson.
Paul Helmore, Executive VP of Sales, Wood Mackenzie
09:20 - 10:00
The evolution of the CRO role
- Transformation of the traditional sales function into a holistic Revenue function with key enablers technology and data
- Starts with the customer, not with the technology – customer centric culture is key
- Transition and test and mindset are important
- Everybody’s current state and journey will be different
Axel Scholz, CRO, Bibby Financial Services
10:00 - 10:40
Thriving under the pressure of the role
- Implementing habits to stay calm and succeed under pressure
- Force yourself to do things that scare you
- Visualising your success
- How to give yourself a post-game review
Wayne Keble OBE, Senior Sales Staff Director EMEA, GE Aviation
10:45 - 11:00
Coffee break & networking
11:00 - 11:25
Workshop 1
Reshaping your go-to-market strategy to optimise resources & drive more profitable revenue
Kris McKenzie, VP, EMEA, Xactly
11:25 - 11:50
Networking
11:50 - 12:15
Workshop 2
Strategic enablement: The secret to scaling your revenue engine
Liz Hajjar, Sr. Director, Sales – Northern Europe, Highspot
12:15 - 12:40
Networking
12:40 - 13:05
Workshop 3
How to execute at your full potential to achieve predictable growth
Tal Pelta, Senior Sales Execution Lead, Outreach
11:00 – 13:05
One-to-One meetings
Intelligently matched one-to-one meetings:
- Sales Enablement
- Content Usage
- Sales Automation
- Big Data Capture
- Digital Document Tracking Technology
- AI Adoption
- Marketing Collaboration
- Telemarketing
- Customer Revenue Optimisation
- CRM
- Sales Outsourcing
- Recruitment
- Sales Training
- Sales Performance Consulting & Technology
13:05 - 14:00
Networking Lunch hosted by Outreach
14:00 - 14:35
Driving the revenue leadership revolution
- Driving the revenue leadership revolution
- What are the characteristics of a strong, successful leader?
- Creating the company culture from the top-down
- Being aware of how your leadership impacts those around you
Paul Helmore, Executive VP of Sales, Wood Mackenzie
Stream 1 - People, people, people
14:40 - 15:15
People and why it is all that matters
- Why should people be the top priority for every leader?
- What are the most common mistakes?
- What are some practical suggestions?
Luigi De Curtis, Commercial Director, UK&I, Deliveroo
Stream 2 - Sustainable growth
14:40 - 15:15
Finding new paths to revenue & company growth
- Evaluating sustainably ways to grow revenue
- Choosing the right path to success for you
- Exploring new innovations and strategies for growth
- Sequencing the growth journey
Joy Wong, Head of Commercial Transformation, Investec Wealth & Investment UK
15:15 - 15:25
Coffee break & networking
15:25 - 15:50
Workshop 4
High-performance hybrid selling
Will Eves, RVP Enterprise Sales, SalesLoft
15:50 - 16:15
Networking
16:15 - 16:40
Workshop 5
Are you going to meet, beat, or miss on revenue?
Neal Dotterer, Director, Enterprise Sales EMEA, Clari
16:40 - 17:05
Networking
15:25 – 17:05
One-to-One meetings
Intelligently matched one-to-one meetings:
- Sales Enablement
- Content Usage
- Sales Automation
- Big Data Capture
- Digital Document Tracking Technology
- AI Adoption
- Marketing Collaboration
- Telemarketing
- Customer Revenue Optimisation
- CRM
- Sales Outsourcing
- Recruitment
- Sales Training
- Sales Performance Consulting & Technology
17:10 - 17:50
Panel discussion: Attracting & retaining high-demand talent
- Addressing what the business can offer to entice new talent
- Questioning what you can do to incentivise your current team
- Discussing how to develop, train & grow your ‘A+’ players
- Creating a diverse and inclusive workplace culture
Ravi Vegad, Head of SME Sales, Barclaycard
Enrico Bonatti, SVP Global Sales Strategy, Operations & Customer Experience, Tata Communications
19:00
Networking dinner & drinks reception
08:30 - 09:05
Morning registration & breakfast
09:05 - 09:10
Chairperson’s opening remarks
A welcome from the Chairperson
Paul Helmore, Executive VP of Sales, Wood Mackenzie
09:10 - 10:15
Roundtable discussions
Join group discussions with your peers on some of the most challenging & significant revenue topics—please confirm attendance prior to the session. Each host will facilitate the discussion & give a short presentation of key findings in the wrap up session.
Roundtable 1: Sales Training
Ravi Vegad, Head of SME Sales, Barclaycard
Roundtable 3: CRM
Samantha Jones, Head of Commercial Excellence, Associated British Ports
Roundtable 2: Customer Revenue Optimisation
Emmanuel Rindiro, Commercial Strategy & Planning VPL, Visa
Roundtable 4: AI Adoption
Iqbal Adjali, Director, Data & Analytics, Commercial Strategy and Operations, Illumina
10:15 - 10:45
Wrap-up session
Each host gives a short overview of key findings from their discussion & creates an ideas board to be distributed post event with the presentations.
10:50 - 11:00
Coffee break & networking
11:00 - 11:25
Workshop 6
Leading through economic uncertainty: 7 levers to improve revenue performance & predictability
Wendy Harris, VP EMEA, Gong
11:25 - 11:50
Networking
11:50 - 12:15
Workshop 7
Why sales should demand marketing adopt modern account-based practices
Kerry Cunningham, Head of Research & Thought Leadership, 6sense
12:15 - 12:40
Networking
12:40 - 13:05
Workshop 8
The recession hurricane: How planning & incentives will protect your business from the storm
Matthew Blanchard, GM EMEA, Varicent
11:00 – 13:05
One-to-One meetings
Intelligently matched one-to-one meetings:
- Sales Enablement
- Content Usage
- Sales Automation
- Big Data Capture
- Digital Document Tracking Technology
- AI Adoption
- Marketing Collaboration
- Telemarketing
- Customer Revenue Optimisation
- CRM
- Sales Outsourcing
- Recruitment
- Sales Training
- Sales Performance Consulting & Technology
13:05 - 14:00
Networking Lunch hosted by Varicent
14:00 - 14:35
The role of effective pricing in an effective sales organization
- What is pricing and why is it important?
- Profitability drivers
- Pricing & profitability management
- What makes an effective pricing policy?
- Thinking strategically about pricing
Emmanuel Rindiro, Commercial Strategy & Planning VPL, Visa
14:40 - 15:15
Case study: Using tech to maximise pricing & product strategy
- Business transformation, accelerated by the health crisis, lead Orange Business Services to re-define its pricing strategy for its ‘organic business’
- Using historic quotation pricing data to analyse price elasticity and price impact on service request conversion
- Utilising data analytics and its most innovative applications to define a well informed and winning strategy and optimize revenue
Eka Kamushadze, Senior VP International Business & Sales Operations, Orange Business Services
15:20 - 15:55
Fireside chat: Staying open to change
- Continuing to deliver a connected, personalised experience through rising business complexity
- Introducing new revenue models, such as subscriptions, and cross channel strategies
- Discussing the advantages/ disadvantages of hybrid working
Richard Solly, Director Commercial Solutions, Stanley Black & Decker
15:55 - 16:00
Closing remarks from Chairperson