As Covid-19 has proven, commercial agility is key to a business’ survival. Being able to transform how the organisation generates revenue has never been more important. Whilst digital transformation programmes may have been accelerated this year, with companies tailoring their services or reconsidering their operational model, most initiatives are in fact still overcomplicated or have simply been rushed. Chief revenue officers and other leaders will have no doubt stumbled across bottlenecks or inefficiencies across the business cycle.

In this roundtable, Jason Janicke and Charles Cao simplify this process and explain how the first step of Revenue Operations Transformation begins by establishing a full end-to-end customer experience, prioritising their needs, and ensuring effective delivery.  

Discussion Topics:

• How to assess the maturity of your Revenue Operations Transformation?
• How to leverage quotes, pricing, and contracts to accelerate revenue and deliver greater business insights
• Examples of why revenue operations are critical to respond to market changes?
• How you transform your customer experience through Revenue Operations and make it flexible based on their individual needs

Speakers:

Charles Cao, Head of EMEA Operations and Strategy

Charles Cao is Head of EMEA Operations and Strategy at Conga, where he guides the operations expansion in Europe, one of the company’s fastest growing markets, and contributes as a thought leader to drive business results and shareholder value. Since joining Conga (then known as Apttus) in 2015, Charles has held a variety of roles, including Industry Lead, Account Executive, and Marketing Director.

Prior to Conga, Charles led the global team that implemented a CRM solution across 45 countries at Universal Music Group, the largest music corporation in the world. He holds an MBA from INSEAD and a Masters in Management from EDHEC Business School in Lille, France. Originally from Paris and a Vietnamese cultural heritage, he has lived in Singapore, France, and California. Charles has spent most of his career in the UK, where he currently resides in London with his wife and two children.

Jason Janicke, Senior Vice President, EMEA Sales

With over 20 years of experience, Jason has built and led large international sales organizations across EMEA and AMER, covering all segments from small to larger enterprise. He is passionate about establishing and developing outcome-driven relationships with customers by fostering strong and engaging work cultures. His values of Trust, Inclusivity, Accountability and Growth have guided him to execute transformational programmes, aligning cross functional organisations, while delivering strong and predictable results.