Learn and grow with the best

Spend two days learning from the world’s best sales and marketing organizations. With over 60 sessions & workshops organized around six tracks, you’ll learn about the most important topics in revenue.

01

Account-Based

Account-based is the hottest topic in B2B sales & marketing – but what does it take to truly succeed? In this track, you’ll learn from companies that have successfully used proven account-based go-to-market strategies & tactics. Sessions will focus on overall strategy, key tactics such as orchestration, & the emerging account-based technology stack.

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02

Sales Development

Sales development has become a mission critical element in just about every high growth sales & marketing organization. Learn about sales development messaging, inbound lead follow up, outbound prospecting tactics, hiring & coaching programs, as well as how to design a world class sales development process.

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03

Sales Effectiveness

Learn about the plays & tactics used by the best sales and sales development reps to achieve higher conversion rates, faster sales cycles, and larger average deal sizes. In this track, TOPO analysts will cover key plays such as high value selling, discovery, demo, proposal/business case review, stakeholder meetings, and outbound prospecting.    

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04

Marketing Ops and Tech

Learn about the marketing tech stacks that the world’s best marketing teams are adopting. It’s not just about marketing automation anymore. Learn how companies are using new software to create memorable experiences for buyers, automating menial marketing activities, & developing high value intelligence and insights.

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05

Sales Ops and Tech

Learn about the new sales technology stacks that the world’s best sales teams are adopting. It’s not just about CRM anymore – it’s about using software to power just about everything that sales does from the experiences they deliver to buyers, to data and intelligence, to internal management and forecasting applications.

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06

Executive Leadership

In this exclusive, invite-only track, you’ll learn how sales & marketing executives achieve scalable revenue growth. These leaders will share exactly how they design, build, and manage their organizations. With a focus on strategy, process, & organizational design, this track is reserved for qualified sales and marketing executives.

SEE THE AGENDA

Day 1 - Wednesday, April 17, Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Registration Pick up your Summit credentials and grab breakfast with other attendees before starting your journey to sales and marketing excellence.
9:00 am - 10:00 am Key Sales and Marketing Trends in 2019

Scott Albro - CEO - TOPO
At Summit’s opening keynote, you’ll learn about this year's most important sales and marketing trends. Scott Albro, Founder and CEO of TOPO, will share research, insights, and specific best practices on key topics such as customer experience, go-to-market fit, and why sales and marketing is more important than ever. You’ll also get an inside view into how companies are accelerating revenue growth as Scott shares specific examples and cases of what the world’s best sales and marketing organizations are doing today.
10:00 am - 10:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:15 am - 11:00 am The State of Sales Development in 2019

Dan Gottlieb - Sales Development Analyst - TOPO
Join Dan Gottlieb for a discussion on trends for sales development process, technology, and management based on the latest TOPO research. He’ll be sharing his thoughts on what is coming for 2019 and 2020, and the latest benchmarks from our high growth dataset to provide you with actionable insights and learnings.
11:00 am - 11:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:15 am - 12:00 pm AppFolio: A Case in Account Based Sales Development

Evan Carr - Director of Business Development - Appfolio
According to TOPO Benchmark research, executing an account based sales development strategy is one of the top challenges facing SDR teams today. In this session, we’ll take a look behind the curtain of how Appfolio structures the team to orchestrates account-based plays across multiple segments.
12:00 pm - 1:30 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:30 pm - 2:30 pm Sam Hinkie

Former President and GM for the Philadelphia 76ers
As President and GM for the 76ers, Hinkie made waves not only by implementing a radical plan to overhaul virtually every aspect of the team, but also in his unapologetic long view of the process. A practitioner of analytics in both scouting and talent management, Hinkie will share how attendees can develop analytical practices for your organization.
2:30 pm - 2:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:45 pm - 3:30 pm Managing a Global Sales Development Organization

Julie Drimel - VP Global Business Development - Oracle | Netsuite
International BDR expansion is always a challenge and in particular, at the scale that Oracle | NetSuite requires. Julie Drimel will be sharing how she expanded her BDRs internationally including her learnings, differences in regions, differences in the teams, how they expanded outbound (even in the era of GDPR), and scaling best practices from the US to EMEA and JPAC.
3:30 pm - 3:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:45 pm - 4:30 pm Enabling SDRs for Customization at Scale

Kevin Dorsey - VP of Inside Sales - Patient Pop
One of the biggest questions SDR leaders grapple to answer is with customization: Do I allow SDRs to customize on their own or do I templatize? Kevin Dorsey will present his SDR playbook that provides them with structure as well as enables them the freedom to customize. He’ll discuss building snippet libraries based on persona, testimonial, and industry of prospects, and how his team uses these tools for effective outreach.
4:30 pm - 4:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
4:45 pm - 5:30 pm TOPO Excellence Awards We’ll be awarding the TOPO Excellence Award in Sales, Sales Development, or Marketing to six teams on our Main Stage.
5:30 pm - 7:30 pm Bash Join us in the Marketplace for cocktails, appetizers, music, and plenty of networking with the best of the best in B2B sales and marketing.

Day 2 -Thursday, April 18 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Breakfast Start off Day 2 of Summit with a delicious breakfast and plenty of coffee. And don’t forget to check out the latest sales and marketing technologies in the Summit Marketplace.
9:00 am - 9:45 am The Evolution of a Public Company’s Prospecting

Melissa Stapleton - Director of Inside Sales, Americas - Nutanix
Melissa Stapleton built her career at Nutanix, from being hired as the first SDR, all the way through going public and is now the Director of Inside Sales. As companies grow, so do priorities, strategies, and tactics. Melissa will share her insights on how she led the SDR team at Nutanix through an overhaul to enable them to go after bigger titles at bigger companies.
9:45 am - 10:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:00 am - 10:45 am Using Entry Level SDRs to Scale Your Growth

Katie Azuma - VP Global Inside Sales and Business Development - Infor
One of the most impressive skills of SDR leaders is their ability to enable inexperienced employees (entry level to 1 year experience) to engage with and generate opportunities with mature buyers. In this case, Katie has unlocked a strategy for training and enabling entry level SDRs. She will share her proven and human centered approach to building their revenue machine.
10:45 am - 11:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:00 am - 12:00 pm Javier Peña and Steve Murphy

DEA Narcos
DEA special agents Javier Peña and Steve Murphy were assigned as the lead investigators targeting Escobar and his organization. These true American heroes provide a first-hand lesson in history as they discuss their efforts bringing down the world’s first narco-terrorist, the challenges they faced in oftentimes hostile and life-threatening environments, and the innovative strategies they employed to successfully end the reign of terror of the world’s most wanted criminal.
12:00 pm - 1:00 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:00 pm - 1:45 pm The Blueprint for Using SDRs for Expansion of Pipeline and Revenue

Mya James - Director of Sales Operations, Sales and Account Development - New Relic
One of the biggest trends in b2b sales and marketing is expansion revenue or expanding current customers. Sales development, the proven pipeline generator, is at the center of the expansion GTM. Mya will talk about the SDR playbook for expansion including their process and in particular, how they manage messaging across the multiple functions such as product, marketing, CS, and support.
1:45 pm - 2:00 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:00 pm - 2:45 pm How to Find, Hire, and Train 200 SDRs in 18 Months

Nick Rathjen - Account Development Director - Samsara
Nick Rathjen will bring the house down with his incredibly insightful approach to building a hiring funnel and pipeline, a methodical approach to onboarding, and build a world class culture where they *guarantee* promotions.
2:45 pm - 3:30 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:30 pm - 3:45 pm Closing Closing thoughts on Summit 2019 and special prizes for Summit attendees!

Day 1 - Wednesday, April 17 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Registration Pick up your Summit credentials and grab breakfast with other attendees before starting your journey to sales and marketing excellence.
9:00 am - 10:00 am Key Sales and Marketing Trends in 2019

Scott Albro - CEO - TOPO
At Summit’s opening keynote, you’ll learn about this year's most important sales and marketing trends. Scott Albro, Founder and CEO of TOPO, will share research, insights, and specific best practices on key topics such as customer experience, go-to-market fit, and why sales and marketing is more important than ever. You’ll also get an inside view into how companies are accelerating revenue growth as Scott shares specific examples and cases of what the world’s best sales and marketing organizations are doing today.
10:00 am - 10:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:15 am - 11:00 am Buyer Centric Messaging

Shiela Rahimian - Consultant - TOPO
What is Buyer-Centric Messaging? Join us for this hands-on workshop where we'll be sharing how to build messaging that connects the value of a product, company, or sales offer to the interests and pains of a buyer.
11:00 am - 11:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:15 am - 12:00 pm Value Props to Storytelling

Shiela Rahimian - Consultant - TOPO
We'll be sharing how to build Value Props and Use Case Stories that will help highlight proven benefits before explaining how to achieve them with a product, and how to help the buyer visualize how your company will fit into their organization and sell that vision internally.
12:00 pm - 1:30 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:30 pm - 2:30 pm Sam Hinkie

Former President and GM for the Philadelphia 76ers
As President and GM for the 76ers, Hinkie made waves not only by implementing a radical plan to overhaul virtually every aspect of the team, but also in his unapologetic long view of the process. A practitioner of analytics in both scouting and talent management, Hinkie will share how attendees can develop analytical practices for your organization.
2:30 pm - 2:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:45 pm - 3:30 pm Touch Pattern for High Connect Rates

Shiela Rahimian - Consultant - TOPO
This workshop will focus on our TOPO framework that gives a structure for how to generate compelling prospecting emails, such as triple touches (email, voicemail, InMail) and double touches (email, voicemail).
3:30 pm - 3:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:45 pm - 4:30 pm Qualification Calls

Shiela Rahimian - Consultant - TOPO
For this workshop, we'll be sharing our Qualification Call Framework which shows how to create context, convey value, qualify, and close a prospect.
4:30 pm - 4:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
4:45 pm - 5:30 pm TOPO Excellence Awards We’ll be awarding the TOPO Excellence Award in Sales, Sales Development, or Marketing to six teams on our Main Stage.
5:30 pm - 7:30 pm Bash Join us in the Marketplace for cocktails, appetizers, music, and plenty of networking with the best of the best in B2B sales and marketing.

Day 2 -Thursday, April 18 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Breakfast Start off Day 2 of Summit with a delicious breakfast and plenty of coffee. And don’t forget to check out the latest sales and marketing technologies in the Summit Marketplace.
9:00 am - 9:45 am Prospecting Built for the Busy Sales Rep

Debbie Bender - Consultant - TOPO
This session will center around how to build a habit of prospecting and our prospecting framework built for the busy sales rep leveraging best practices for messaging and value.
9:45 am - 10:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:00 am - 10:45 am Discovery: Using Insight, Questions, and Content to Build a Winning Business Case

Debbie Bender - Consultant - TOPO
We'll be sharing our Insight-Discover Framework that helps top-performing reps engage in discovery and have value-based conversations.
10:45 am - 11:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:00 am - 12:00 pm Javier Peña and Steve Murphy

DEA Narcos
DEA special agents Javier Peña and Steve Murphy were assigned as the lead investigators targeting Escobar and his organization. These true American heroes provide a first-hand lesson in history as they discuss their efforts bringing down the world’s first narco-terrorist, the challenges they faced in oftentimes hostile and life-threatening environments, and the innovative strategies they employed to successfully end the reign of terror of the world’s most wanted criminal.
12:00 pm - 1:00 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:00 pm - 1:45 pm Demo: Drive 50% Conversion Rates from the Most Important Play in the Sales Process

Debbie Bender - Consultant - TOPO
This session will cover our Insight-Discovery-Demo framework, used by top performing reps to build a demo that resonates with buyers.
1:45 pm - 2:00 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:00 pm - 2:45 pm Closing the Sale: Strategy, Tools, and Tactics for Higher Close Rates

Debbie Bender - Consultant - TOPO
Sales reps can rely on our Close Plan Play to help them build and deliver an effective close plan (on time).
2:45 pm - 3:30 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:30 pm - 3:45 pm Closing Closing thoughts on Summit 2019 and special prizes for Summit attendees!

Day 1 - Wednesday, April 17 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Registration Pick up your Summit credentials and grab breakfast with other attendees before starting your journey to sales and marketing excellence.
9:00 am - 10:00 am Key Sales and Marketing Trends in 2019

Scott Albro - CEO - TOPO
At Summit’s opening keynote, you’ll learn about this year's most important sales and marketing trends. Scott Albro, Founder and CEO of TOPO, will share research, insights, and specific best practices on key topics such as customer experience, go-to-market fit, and why sales and marketing is more important than ever. You’ll also get an inside view into how companies are accelerating revenue growth as Scott shares specific examples and cases of what the world’s best sales and marketing organizations are doing today.
10:00 am - 10:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:15 am - 11:00 am The State of Account Based in 2019

Eric Wittlake - Senior Marketing Analyst - TOPO
Join Eric Wittlake for a discussion on trends in account based including process, technology, and measurement based on the latest TOPO research. He’ll be sharing his thoughts on what is coming for 2019 and 2020, and the latest benchmarks from our high growth dataset to provide you with actionable insights and learnings.
11:00 am - 11:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:15 am - 12:00 pm Account-Based in <100 Days: The FullStory

Peter Herbert - CMO - FullStory
Freemium, low-touch, high velocity go-to-market strategy and enterprise, high-touch, account based strategy could not be more different. Yet, Peter Herbert is leading the charge at Fullstory as they build an account based process on top of their highly successful velocity model to create and win large enterprise opportunities.
12:00 pm - 1:30 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:30 pm - 2:30 pm Sam Hinkie

Former President and GM for the Philadelphia 76ers
As President and GM for the 76ers, Hinkie made waves not only by implementing a radical plan to overhaul virtually every aspect of the team, but also in his unapologetic long view of the process. A practitioner of analytics in both scouting and talent management, Hinkie will share how attendees can develop analytical practices for your organization.
2:30 pm - 2:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:45 pm - 3:30 pm Designing and Executing a Global ABM Strategy

Gemma Davies - Director Global ABM Strategy - ServiceNow
Implementing ABM is a challenge on its own, but scaling account based programs globally was the primary challenge for the ServiceNow marketing organization in 2018. Gemma will be sharing how she and her team built organizational investment into ABM, aligned their account based strategy to the company’s strategic goals, and traveled 5.6 times around the world building those out.
3:30 pm - 3:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:45 pm - 4:30 pm Building ABM from Inception to Execution: A Case at Docusign

Perri Garner - Director Account-Based Marketing - Docusign
Coming into a new organization and enacting change is always an adventure. Coming into an organization and rewriting their book on account based? Definitely taking the path less traveled by. Join Perri as she explains how she built the ABM charter at DocuSign including their first industry pilot of their new program and how they are scaling into other verticals.
4:30 pm - 4:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
4:45 pm - 5:30 pm TOPO Excellence Awards We’ll be awarding the TOPO Excellence Award in Sales, Sales Development, or Marketing to six teams on our Main Stage.
5:30 pm - 7:30 pm Bash Join us in the Marketplace for cocktails, appetizers, music, and plenty of networking with the best of the best in B2B sales and marketing.

Day 2 -Thursday, April 18 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Breakfast Start off Day 2 of Summit with a delicious breakfast and plenty of coffee. And don’t forget to check out the latest sales and marketing technologies in the Summit Marketplace.
9:00 am - 9:45 am Creating Account Based Content at Scale

Danny Nail - Head of Global Account Based Marketing - SAP
Sales and marketing alignment is always a bit of a sore subject, particularly at organizations as large in scale as SAP. For creating and delivering remarkable customized content to target enterprise accounts, alignment is required. Danny will be sharing how he built a scalable approach to content building to bridge the gap between sales and marketing.
9:45 am - 10:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:00 am - 10:45 am ABM Across the Customer Lifecycle

Andrew Court - Head of Cloud Transformation and Information Marketing - EMEA and JAPAC - Oracle
We’ve heard about Oracle’s moves in account based before, and for Summit, Andrew will be sharing how his team is using account based marketing to move current customers to the Cloud. He’ll discuss how they are managing the experience past closed/won into onboarding and retention, as well as how they use an advocacy program to build better relationships.
10:45 am - 11:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:00 am - 12:00 pm Javier Peña and Steve Murphy

DEA Narcos
DEA special agents Javier Peña and Steve Murphy were assigned as the lead investigators targeting Escobar and his organization. These true American heroes provide a first-hand lesson in history as they discuss their efforts bringing down the world’s first narco-terrorist, the challenges they faced in oftentimes hostile and life-threatening environments, and the innovative strategies they employed to successfully end the reign of terror of the world’s most wanted criminal.
12:00 pm - 1:00 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:00 pm - 1:45 pm Adobe's ABX Transformation

Marissa Dacay & Ashley Penn - Adobe
Struggling to scale your account-based strategy? Come to this session to learn how Adobe tackled the challenge of rallying their Marketing and Sales ecosystem around Account-Based starting with data. Now on the 2.0 version of their Account Engagement Score, Adobe is transforming how Marketing delivers value to Sales and their Enterprise customers.
1:45 pm - 2:00 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:00 pm - 2:45 pm Integrating ABM Into Fortinet’s Go-To-Market Motion

Stacey Wu - SVP Global Marketing - Fortinet
Coming Soon
2:45 pm - 3:30 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:30 pm - 3:45 pm Closing Closing thoughts on Summit 2019 and special prizes for Summit attendees!

Day 1 - Wednesday, April 17 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Registration Pick up your Summit credentials and grab breakfast with other attendees before starting your journey to sales and marketing excellence.
9:00 am - 10:00 am Key Sales and Marketing Trends in 2019

Scott Albro - CEO - TOPO
At Summit’s opening keynote, you’ll learn about this year's most important sales and marketing trends. Scott Albro, Founder and CEO of TOPO, will share research, insights, and specific best practices on key topics such as customer experience, go-to-market fit, and why sales and marketing is more important than ever. You’ll also get an inside view into how companies are accelerating revenue growth as Scott shares specific examples and cases of what the world’s best sales and marketing organizations are doing today.
10:00 am - 10:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:15 am - 11:00 am How Do You Really Improve a Tech Stack?

Hilary Headlee - Head of Sales Operations - Zoom
Coming Soon
11:00 am - 11:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:15 am - 12:00 pm Building a World Class Sales Ops Team

Michael Hargis - SVP Sales Strategy and Operations - Axiom
Implementing an account based approach to sales ops allows team to embrace being data driven, scalable, and fast growing. Michael will be sharing how his team created a Propensity to Buy model to build a prioritization model for accounts, designed a usable system for territory balancing and optimization, and helped set benchmarks for account load, cycle times, TAM, and territory optimization.
12:00 pm - 1:30 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:30 pm - 2:30 pm Sam Hinkie

Former President and GM for the Philadelphia 76ers
As President and GM for the 76ers, Hinkie made waves not only by implementing a radical plan to overhaul virtually every aspect of the team, but also in his unapologetic long view of the process. A practitioner of analytics in both scouting and talent management, Hinkie will share how attendees can develop analytical practices for your organization.
2:30 pm - 2:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:45 pm - 3:30 pm Courtney House - Director of Sales Operations - Tableau Software Joining a new organization at the midway point of a technology deployment is a daunting challenge. Join Courtney House to learn how to get up-to-speed quickly in a new sales operations environment, and drive impact with a change in technology platforms.
3:30 pm - 3:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:45 pm - 4:30 pm Diversity is a Foundational Part of Sales Operations

Ryan Bott - SVP of Sales - Sodexo
Ryan Bott, SVP of Sales for Sodexo, one of the largest companies in the world, had to solve 2 major issues: drive growth and increase diversity. To solve this, they realized the solution was the same - think differently. Now Sodexo is ranked #6 in the world in diversity and has changed everything about the way they sell. This shift naturally improved top line growth and bottom line profit. Ryan will present the specifics on how you can do the same.
4:30 pm - 4:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
4:45 pm - 5:30 pm TOPO Excellence Awards We’ll be awarding the TOPO Excellence Award in Sales, Sales Development, or Marketing to six teams on our Main Stage.
5:30 pm - 7:30 pm Bash Join us in the Marketplace for cocktails, appetizers, music, and plenty of networking with the best of the best in B2B sales and marketing.

Day 2 -Thursday, April 18 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Breakfast Start off Day 2 of Summit with a delicious breakfast and plenty of coffee. And don’t forget to check out the latest sales and marketing technologies in the Summit Marketplace.
9:00 am - 10:00 am Operationalizing Sales Enablement

Alex Jaffe - Director, Sales - Procore
The TOPO analyst team has identified sales enablement, in particular, innovative approaches to sales enablement, as one of the most important topics for sales leaders today. In this session, Alex Jaffe will talk about the Procore Sales Enablement team and their holistic program focused on tools, communication, onboarding, certification, and more. Alex will be sharing how Procore has built successful sales enablement, the results of these programs, and how it has helped shape success for employees, customers, and the company. The big message: their success has been a result of the organization realizing that EVERYONE is responsible for enablement.
10:00 am - 10:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:15 am - 11:00 am Improving Sales Productivity

AJ Gandhi - VP Sales Strategy & Operations - RingCentral
Sales productivity is a hot topic in sales operations today and now more than ever, sales managers need to think critically about technology, processes, and enablement they use to support their sales team and their success. Join AJ as he discusses sharpening his territory model, quota setting, sales management and coaching, and his AE Balanced Scorecard he used to scale his sales team and sales management.
10:15 am - 11:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:00 am - 12:00 pm Javier Peña and Steve Murphy

DEA Narcos
DEA special agents Javier Peña and Steve Murphy were assigned as the lead investigators targeting Escobar and his organization. These true American heroes provide a first-hand lesson in history as they discuss their efforts bringing down the world’s first narco-terrorist, the challenges they faced in oftentimes hostile and life-threatening environments, and the innovative strategies they employed to successfully end the reign of terror of the world’s most wanted criminal.
12:00 pm - 1:00 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:00 pm - 1:45 pm Sales Operations and Technology Panel Join us for our Sales Operations and Technology panel, moderated by TOPO Senior Sales Consultant Robert Lesser, where we will be joined by executives from leading sales technology companies discussing trends in sales tech and operations. We’ll be joined by:
  • Karen Steele - CMO - LeanData
  • Syndey Sloan - CMO - SalesLoft
  • Max Altschuler - VP of Marketing - Outreach
  • Lindsey Edwards - Sr. Director Product Management, Sales Solutions and Enterprise Platform - LinkedIn
1:45 pm - 2:00 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:00 pm - 2:45 pm Sales Ops and Tech Predictions for 2019 and Beyond

Craig Rosenberg - Chief Analyst - TOPO
TOPO believes 2019-2020 are important years of innovation in the sales operations and sales tech stack. Big technology movements such as AI and conversational intelligence are examples of the drivers of this innovation. Join Craig as he talks about the key predictions for 2019 and beyond across tech, process, strategy, and tactics.
2:45 pm - 3:30 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:30 pm - 3:45 pm Closing Closing thoughts on Summit 2019 and special prizes for Summit attendees!

Day 1 - Wednesday, April 17 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Registration Pick up your Summit credentials and grab breakfast with other attendees before starting your journey to sales and marketing excellence.
9:00 am - 10:00 am Key Sales and Marketing Trends in 2019

Scott Albro - CEO - TOPO
At Summit’s opening keynote, you’ll learn about this year's most important sales and marketing trends. Scott Albro, Founder and CEO of TOPO, will share research, insights, and specific best practices on key topics such as customer experience, go-to-market fit, and why sales and marketing is more important than ever. You’ll also get an inside view into how companies are accelerating revenue growth as Scott shares specific examples and cases of what the world’s best sales and marketing organizations are doing today.
10:00 am - 10:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:15 am - 11:00 am Integrating AI into Your Marketing Stack to Drive More Conversions

Kevin Liu - Director of Marketing Operations and Automation - MongoDB
Too many leads. It’s a problem many of us wish we had. But how do you separate the good from the bad? Which leads are worthy of priority treatment? And how do you ensure rapid and predictable follow up when sales team bandwidth fluctuates? Join Kevin Liu, Director of Marketing Operations & Automation at MongoDB, as he shares how MongoDB has driven big uplifts in conversion rates by leveraging AI tools for predictive scoring and automated assistants.
11:00 am - 11:15 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:15 am - 12:00 pm Building a Better ROI Tracking Machine (and Finally Answering Those Questions From Your CMO)

Gina Reese - Senior Marketing Operations Manager - Cloudera
How are specific marketing activities impacting revenue? It’s a simple question, often followed by incomplete answers. Learn how Hortonworks (now Cloudera) built a better machine for tracking marketing spend and revenue across all levels of marketing activities and channels, bringing ROI clarity across the campaign hierarchy.
12:00 pm - 1:30 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:30 pm - 2:30 pm Sam Hinkie

Former President and GM for the Philadelphia 76ers
As President and GM for the 76ers, Hinkie made waves not only by implementing a radical plan to overhaul virtually every aspect of the team, but also in his unapologetic long view of the process. A practitioner of analytics in both scouting and talent management, Hinkie will share how attendees can develop analytical practices for your organization.
2:30 pm - 2:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:45 pm - 3:30 pm The Road to $5 Billion: Splunk’s Journey to Scalable Demand Generation

Joe Paone - Demand Generation, Global Campaigns - Splunk
Splunk grew to nearly $1B without a true marketing demand generation team in place. The journey to $5B will look much different. Building a new demand generation function where none existed is challenging enough, but Splunk was thinking much bigger - how to scale to support rapid growth. Join Joe Paone, Director of Demand Generation, as he shares how Splunk created and developed a scalable, data driven demand generation team from the ground up to support hyper growth. He’ll also share some winning tactics Splunk has used to engage target audiences at scale.
3:30 pm - 3:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:45 pm - 4:30 pm Marketing Ops and Technology Panel Join us for our Marketing Operations and Technology panel, moderated by TOPO Senior Marketing Analyst Chris Moody, where we will be joined by executives from leading marketing technology companies discussing trends in marketing tech and operations. We’ll be joined by:
  • Heidi Bullock - CMO - Engagio
  • Nida Chughtai - VP of Marketing - Mintigo
  • Latane Conant - CMO - 6sense
  • Adam Schoenfeld - VP of Strategy - Drift
  • Matt Amundson - VP of Marketing - Everstring
4:30 pm - 4:45 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
4:45 pm - 5:30 pm TOPO Excellence Awards We’ll be awarding the TOPO Excellence Award in Sales, Sales Development, or Marketing to six teams on our Main Stage.
5:30 pm - 7:30 pm Bash Join us in the Marketplace for cocktails, appetizers, music, and plenty of networking with the best of the best in B2B sales and marketing.

Day 2 -Thursday, April 18 - Pier 27, San Francisco

Time Session Speaker
8:00 am - 9:00 am Breakfast Start off Day 2 of Summit with a delicious breakfast and plenty of coffee. And don’t forget to check out the latest sales and marketing technologies in the Summit Marketplace.
9:00 am - 9:45 am Flex Marketing: Defend Every Dollar You Spend

Erich Ziegler - Head of Marketing - CircleCI
CircleCI Head of Marketing Erich Ziegler will share the flexible marketing methodology he developed over 7 years at Netflix, and then scaled to PayCycle, Ring Central, and CircleCI. Come listen to Erich talk about what SQLs, the Super Bowl, and longevity in marketing have to do with data and ROI, and leave with a methodology and action plan for bringing this back to your business.
9:45 am - 10:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
10:00 am - 10:45 am Marketing Ops and Tech Predictions for 2019 and Beyond

Greg Hessong - Marketing Analyst - TOPO
Join Greg Hessong for a discussion on the latest trends in marketing operations and technology based on the latest TOPO research. He’ll be sharing his thoughts on what is coming for 2019 and 2020, and the latest benchmarks from our high growth dataset to provide you with actionable insights and learnings.
10:45 am - 11:00 am Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
11:00 am - 12:00 pm Javier Peña and Steve Murphy

DEA Narcos
DEA special agents Javier Peña and Steve Murphy were assigned as the lead investigators targeting Escobar and his organization. These true American heroes provide a first-hand lesson in history as they discuss their efforts bringing down the world’s first narco-terrorist, the challenges they faced in oftentimes hostile and life-threatening environments, and the innovative strategies they employed to successfully end the reign of terror of the world’s most wanted criminal.
12:00 pm - 1:00 pm Lunch Grab your lunch and spend time networking with fellow attendees, speakers, sponsors, and the TOPO Analyst Team.
1:00 pm - 1:45 pm Beyond ABM: A Metrics-Driven Overview of “People Based Marketing”

Ari Capogeannis - Director of Growth Marketing & Analytics - Sage Intacct
Learn how to hyper personalize and accelerate the consumer journey while simplifying sales and marketing alignment through cohesive, data-driven tactics. Ari Capogeannis, Director of Growth Marketing & Analytics at Sage Intacct, discusses leveraging intent in bridging the gap between ABM and PBM for pipeline acceleration.
1:45 pm - 2:00 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
2:00 pm - 2:45 pm How to Train your Machine Learning Algorithm

John Koo, VP Corporate Marketing, and Katy Abbaszadeh, Director Global Demand Gen - Rubrik
Myths abound when it comes to AI and Machine Learning (spoiler alert - more data doesn’t necessarily make for a better model). So what are the secrets to building a predictive model that not only works, but one that your entire organization will buy into? Join John Koo, VP Corporate Marketing, and Katy Abbaszadeh, Director Global Demand Gen, as they share their unique approach to predictive modeling at Rubrik. Leave this session with practical insights to help you make smarter decisions with machine learning.
2:45 pm - 3:00 pm Break Grab a tasty snack and some coffee in the Marketplace and visit with some of the best in b2b sales and marketing technology.
3:30 pm - 3:45 pm Closing Closing thoughts on Summit 2019 and special prizes for Summit attendees!

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