Arrival, Registration & Breakfast Networking
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.
Ben Lanigan, DVP Sales Development & Commercial Operations, ADP
Democratising Revenue Growth Management Capability at Unilever through Future Fit Tools
- How NRM (Net Revenue Management) has evolved during 8-year journey at Unilever
- How NRM is one of Unilever’s key enablers to achieving 4G growth (Consistent, Competitive, Profitable, Sustainable)
Sandeep Mathew, Global Director, Revenue Growth Management, Unilever
Analysing the Evolving Role of AI & ML in Pricing
- How the low-cost airline is using AI to optimise pricing
- Key activities & resources required for success
- Is AI the future for airline revenue management?
Melissa Skluzacek, Director – Trading & Revenue Management, easyJet
Panel: Collaboration Across the Customer Journey
- How to create a shared understanding of the customer journey across teams
- How to develop a collaborative mindset and culture
- Aligning goals and metrics across departments
Sarah Linn, VP of Growth, Digital & Data, LGC
Cornelius White, Commercial Director Energy EMEA & APAC, Armacell
Axel Scholz, Chief Revenue Officer, Bibby Financial Services
Howe Gu, EMEA Regional Managing Director, Microsoft
Coffee Break & Networking
Open Forum Think Tank
Financial Planning Against Uncertainty
- How do we currently financially plan for the unknown?
- What was the impact of Covid and what did we learn?
- How will we change our planning processes going forward?
Mehtab Khalid, Head of Commercial Finance, Mitie
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
Networking Lunch hosted by Outreach
How Do We Get the Best from Our People?
- Management via Coaching
- The value of soft skills
- How to build the confidence
Mehtab Khalid, Head of Commercial Finance, Mitie
The Secrets to Boosting Sales Productivity & Driving Revenue in 2024
- Aligning sales, marketing, and customer success under a CRO
- How to segment resources to support customers of differing sizes and needs
- What internal communication is needed to create alignment?
Edurne Lago Rodriguez, Head of Sales Training & Enablement, EMEA, Spotify
Navigating Through Crisis & Change
- Managing a large, global & de-centralized sales team is complicated at the best of times
- The Covid crisis – pivoting and adapting during mandatory stay at home policies
- How to improve revenue performance & predictability, uneven Return to Office and rising interest rates
- How to prepare for next stage of growth
Benjamin Samuels, Chief Revenue Officer, WeWork
The Power of Collaboration: Understanding the Enterprise Sales Success
- Breaking down silos: how silos within organisation can hinder sales success and strategies to overcome these barriers
- Cross-functional sales teams : the recipe for success?
- Customer-centric collaboration
Janna Sarkisova, Senior Director, CBRE
Coffee break & networking
Open Forum Think Tank
Leading through economic uncertainty: 7 levers to improve revenue performance & predictability
Simon La Band, Director, PRGX Global
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
Panel: Future Role and Challenges of the Chief Revenue Officer (CRO)
- Optimising revenue across the customer life cycle
- Growing revenue withing existing resources
- Learn how CROs can capitalize on new revenue opportunities
Asif Memon, Chief Revenue Officer, Personal Care Business Group
Benjamin Samuels, Chief Revenue Officer, WeWork
Lee Hamill, Chief Revenue Officer, Bell Group
Laurent Jardin, Senior Director – Commercial Operations, Illumina
Morning registration & breakfast
Chairperson’s opening remarks
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.
Claire Prance Muir, Commercial Director, SEKO
Sarah Linn, VP of Growth, Digital & Data, LGC
Melissa Skluzacek, Director – Trading & Revenue Management, EasyJet
Linda Ralph, VP Premier Sales International, Mood Media
Edurne Lago Rodriguez, Head of Sales Training & Enablement, EMEA, Spotify
Ravi Vegad, Head of Barclays UK Partnership, Barclaycard Payments
Shawn-Elyse Tulac, Global Head of Revenue Operations, S&P Global
Sarabjit Singh, Global Sales Director, Keysight Technologies
Ioannis Skepetaris, Global Director Revenue Growth Management, Imperial Brands
Rachelle Peterson, SVP Commercial Distribution, DAZN
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.
Coffee Break & Networking
Open Forum Think Tank
Navigating sales teams in a hybrid and remote set-up: is it necessary to adapt pitch format, and expectations re sales cycle, win rates?
Maja Marszalek, Managing Director, ACA Group
Open Forum Think Tank
- How to maintain a healthy work life balance – and the challenges?
- Do we really have a work life balance? What are the best ways of managing this and when to switch on and off.
Adnan Arshad, UK/IE Head of Commercial Growth, Just Eat
Open Forum Think Tank
Importance of building a performance driven sales team via servant leadership
Erin White, VP Sales Performance, Hydrafacial
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
Networking Lunch
Venturing out on the sustainability journey: How to implement and sell sustainable offers across various customer touchpoints
- Bringing climate responsibility to life: Get a brief introduction into sustainability in the airline industry
- Looking back at 2 years of selling sustainable aviation fuel (SAF), what are opportunities and challenges that the Lufthansa Group Airlines faced?
Franziska Badawi, Head of Sales Market Steering & Revenue Performance Management Northern Europe, Lufthansa
B2B Growth Strategy
- Altering corporate culture for best growth-based results
- Leveraging human & digital capabilities
- Key activities & resources required for success
Ashwini Bakshi, Chief Sales Officer, Sterlite Technologies Limited
Developing effective international GTM strategies
- Identifying target markets and customer segments
- Tailoring sales and marketing strategies for local markets
- Developing effective partnerships and alliances
Enrico Bonatti, SVP Global Sales Strategy, Operations & Customer Experience, Tata Communications
Using CRM to increase revenue, profitability & customer satisfaction
- Breaking down silos to align sales & marketing teams
- Creating more meaningful insights from your CRM to better understand the customer journey
- CRM benefits to improve customer relationships
Edward Millington-Jones, Director Sales Operations, Carrier
Panel: Evaluating The Best Ways To Team Up With The CMO
- How the CRO and CMO are key functions that would rely on each other to maximise output however different companies have different management structures
- Planning and Budgeting process vs reality
- How does that leave the collaboration with the CMO who are trying to stick within budgets that they are measured against. What kind of challenges have you experienced on this front and can this affect your next year’s budget.
Melissa Skluzacek, Director – Trading & Revenue Management, easyJet
Laurent Jardin, Senior Director – Commercial Operations, Illumina
Maja Marszalek, Managing Director, ACA Group
Rachelle Peterson, SVP Commercial Distribution, DAZN