08:30 - 09:30
Arrival, registration and breakfast networking
The event will begin with an informal networking session over a continental breakfast. This gives the attendees the opportunity to begin expanding their networks, break into small groups and begin to discuss their biggest challenges as well as to exchange ideas.
09:30 - 09:40
Introduction from The Network Group and Chairperson
A brief introduction to the event software—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 and enables attendees to arrange one-to-one meetings with each other. This will be followed by a welcome from the Chairperson.
Fabienne Cauli, Chief Commercial Officer, AXA
09:40 - 10:15
Optimising the value of data to improve sales analytics and increase profits
- Focusing on how to analyse the data lake to utilise the established data more strategically
- Understanding ways to use the data to increase the businesses return on investment
- Discussing how to align business goals and encourage effective selling with the use of analytics
Dave Hazard, Vice President Channel & Sales Operations, Fujitsu
10:15 - 10:50
Using Machine Learning & AI to increase customer acquisition & improve customer satisfaction
- Considering the benefits of embedding ML on Customer Relations Management (CRM) data
- Analysing the CRM data to reveal better selling strategies that will attract new customers
- Enabling faster selling by using ML to predict market trends
Nimesh Akhauri, Chief Growth Officer, EMEA & APAC, WNS Global Services
10:50 - 11:00
Coffee break and networking
11:00 - 11:25
Open Forum Think Tank
Revenue Acceleration
Fabienne Cauli, Chief Commercial Officer, AXA
11:25 - 11:50
Networking
11:50 - 12:15
Workshop 1
Be more Steve Jobs: how marketing can raise the bar in supporting business outcomes
Nick Mason, CEO & Founder, Turtl
12:15 - 12:40
Networking
12:40 - 13:05
Workshop 2
The Enable Imperative
Richard Langham, EMEA MD, Highspot
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 Highspot
Stream 1 - The Measurement of Success
14:00 - 14:35
The Frontline Sales Manager
- Considering the damage to a team when unrealistic expectations are set
- Discovering ways to identify and prioritise key focuses that can be easily highlighted to the board
- Understanding what achievable expectations should be outlined to be able to measure the performance of the team accurately
Enrico Bonatti, Senior Vice President Strategy & Sales Operations, Tata Communications
Stream 2 - Partners in Crime
14:00 - 14:35
Evaluating the best ways to team up with the CMO
- Discussing ways to break down organisational silos
- Growing cross-functional teamwork by uniting with the CMO
- Supporting the CMO to strengthen the brand, which will ultimately boost revenue
Claire Hastings, Commercial Director, Capita
Stream 1 - Growth
14:40 - 15:15
Finding Growth in Storytelling: How the world’s largest independent producer is unlocking opportunities and driving growth in a shifting playing field
- Understanding the opportunities and challenges of IP ownership
- Discussing how best to leverage your assets
- Learning how to create additional values around your IP
Wim Ponnet, Chief Strategy & Commercial Officer, Endemol Shine Group
Stream 2 - Communicating the Game Plan
14:40 - 15:15
A guide to approaching the board and working collaboratively with the CEO
- Aligning your revenue strategy with the CEO’s long term goals to craft the company’s vision
- Embedding a productive road map to forecast future revenue that is easily translatable to the board
- Approaching the board with fresh ideas regarding both long and short-term strategies that will help the business dominate new markets
Rajay Naik, Chief Commercial Officer, Study Group
15:15 - 15:25
Coffee break and networking
15:25 - 15:50
Workshop 3
Untapped: Why your best revenue acceleration opportunity is currently a cost centre
Anthony Parker, RVP & Head of Enablement (EMEA), MindTickle
15:50 - 16:15
Networking
16:15 - 16:40
Open Forum Think Tank
Sales Productivity
Fabienne Cauli, Chief Commercial Officer, AXA
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: Outperforming Competitors with Workplace Diversity
This discussion will encourage you to evaluate the current team you have working around you. The aim of this session is to highlight opportunities and benefits that a diverse team creates. Diversity not only allows better and broader connections to be made with customers, it’s proven to solve business problems faster and encourages varying perspectives that in turn stimulates business innovation. This session will be open to a Q&A with the audience at the end.
Moderated by: Fabienne Cauli, Chief Commercial Officer, AXA
Jonathan Mackie, Group Sales & Marketing Director, Regent Samsic
David Goosey, Growth Director—Europe, Castrol
Rajay Naik, Chief Commercial Officer, Study Group
19:00
Networking gala dinner & drinks reception
08:30 - 09:00
Morning registration & breakfast
Informal Networking over breakfast.
09:00 - 10:15
Roundtable discussions
Join group discussions with your peers on some of the most challenging and significant revenue topics. Each host will facilitate the discussion and give a short presentation of key findings in the wrap up session.
Roundtable 1: Talent Acquisition
Hosted by: Sarabjit Singh, Global Sales Director, Keysight Technologies
Roundtable 4: AI, ML and Automation
Hosted by: Dave Hazard, Vice President Channel & Sales Operations, Fujitsu
Roundtable 2: Cross-department Alignment
Hosted by: Gustavo Martinez Cadenas, Head of Global Enterprise Sales Partnerships, Vodafone Group
Roundtable 5: Sales Optimisation
Hosted by: Ella Kerr-McCutcheon, Head of Direct Sales, JCDecaux
Roundtable 3: Revenue-Model Innovation
Hosted by: Mo Bukhari, Head of Commercial & Propositions, Openreach
Roundtable 6: Risk vs Reward
Hosted by: Jonathan Mackie, Group Sales & Marketing Director, Regent Samsic
10:15 - 10:45
Wrap-up session
Each host gives a short overview of key findings from their discussion and creates an idea board to be distributed post-event with the presentations.
10:45 - 11:00
Coffee break and networking
11:00 - 11:25
Open Forum Think Tank
Sales Content Management
Fabienne Cauli, Chief Commercial Officer, AXA
11:25 - 11:50
Networking
11:50 - 12:15
Open Forum Think Tank
Life After Brexit
Trevor Sewell, Group Sales Director EMEA, UPS
12:15 - 12:40
Networking
12:40 - 13:05
Open Forum Think Tank
Understanding what new data sources bring to the table
Nuno Alexandre, Global NRM Director, Unilever
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
14:00 - 14:35
The marriage of marketing programmes with strategic sales processes
- Discovering ways to source every suitable go-to-market motion that provides leverage
- Discussing how to develop a go-to-market strategy that is aligned with business goals
- Understanding how to measure Demand Generation—Success or Failure?
Dayne Turbitt, Senior Vice President & GM, Dell Technologies
14:40 - 15:15
Case Study: Driving sales effectiveness for success
An interesting case study on building a world class sales academy in your organisation. This session will cover analysing the profile of your salesperson and finding a suitable path for them to go from good to great. There will be discussion on key sales skills that should be consistent and other skills that will help create the sales genius.
Judith Hogan, Director, Global Sales Practice, Poly
15:20 - 15:55
Panel Discussion: Forward Thinking—Managing Economic Uncertainty
A topical session focusing on today’s business environment and the current economic climate. Discussing key concerns around the effect of Brexit and other economic matters on future business growth. Assessing how organisations can seize the downturn opportunity by altering sales strategies. This session will be open to a Q&A with the audience at the end.
Moderated by: Fabienne Cauli, Chief Commercial Officer, AXA
Robert Michael, UK Growth Officer, Aon
Andy Cole, Revenue Development Director, NEC Group
15:55 - 16:00
Closing remarks from Chairperson