SiriusDecisions Summit 2017Analyst Picks

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PERSONALIZE YOUR SUMMIT EXPERIENCE

When: Wednesday, May 17 and Thursday, May 18What: 35 unique sessions within nine tracks that provide deep dives into role-based initiatives. To help you design an agenda that will address the unique challenges of your function, our analysts hand-selected the sessions you can’t afford to miss.

Analyst PicksSiriusDecisions Summit 2017

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Analyst Pick: ABM Leader

@MattSenatore

Not all accounts are created equal. The account-based marketing (ABM) leader needs to work hand-in-hand with sales to define and execute effective ABM programs that target accounts appropriately to drive growth. Matt Senatore, service director for ABM, has selected the best sessions for ABM leaders to gain the insights they need to develop a partnership with sales and achieve their growth and retention goals.

"These choices are designed to help the account-based marketing leader understand how to adopt, operationalize and optimize ABM strategies. These recommendations will serve to inspire you to use the right processes, tools, technology and tactics while creating functional and cross-functional interlock to accelerate your ABM efforts."

Matt SenatoreService Director, Account-Based Marketing

Click here for Matt’s picks

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Channel Marketing Leader

@mariachien

Maria ChienService Director, Channel Marketing Strategies

The channel marketing leader is tasked with developing a strategic initiative with their partners that aligns to sales priorities and corporate growth goals. Maria Chien, service director for Channel Marketing Strategies, has selected the best sessions to provide channel marketing leaders with the insights they need to ensure successful planning and execution of their organization’s channel strategy.

Click here for Maria’s picks

“Our selections are meant to showcase innovation and inspire b-to-b channel leaders and practitioners to design and deliver more meaningful enablement, demand and engagement strategies that support reaching and exceeding channel growth goals. Choose from sessions focused on adopting, operationalizing or optimizing research sessions based on individual experience or your specific program priority areas.”

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Channel Sales Leader Click here for Eileen’s picks

Eileen CorriganResearch Director, Channel Sales Strategies The channel sales leader is tasked with developing a partner sales strategy to successfully lead the organization to attain its revenue target while staying within the given budget. Eileen Corrigan, research director for the Channel Sales Strategies services, has selected the best sessions to provide channel sales leaders with the insights they need to successfully design and execute an effective partner strategy.

"This year, we have a comprehensive set of channel presentations focusing on channel segmentation, enablement and tracking partner program progress. This may be the best Summit yet for channel sales topics.”

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Chief Marketing Officer

@izjay

Click here for Jay’s picks

Jay GainesVice President, Group Director

The chief marketing officer takes corporate objectives and translates them into a set of prioritized actions for the marketing organization. Jay Gaines, vice president and group director, has selected the best sessions to provide CMOs with insights on planning and executing marketing activities that will help them achieve financial and strategic goals.

"From marketing enablement to agile marketing and operationalizing audience-centricity, the sessions we’ve selected for chief marketing officers reflect the primary topics we discuss daily with our CMO clients."

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Chief Sales Officer

@pjharrell

Phil HarrellService Director, Chief Sales Officer Strategies

It’s all about making your number. The chief sales officer (CSO) is responsible for developing and executing on strategic objectives to ensure the organization reaches growth and retention goals. Phil Harrell, service director for Chief Sales Officer Strategies, hand-selected these sessions to provide CSOs with the insights they need to manage these objectives.

"I selected sessions for the CSO that reflect the kinds of challenges they face on a daily basis – how to assess the productivity of their sales team, develop their sales reps and managers, align and build effective compensation plans, and interact with their CEO."

Click here for Phil’s picks

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Communications LeaderErin ProveyService Director, Strategic Communications ManagementThe communications leader strengthens global brand consistency, utilizes influencers to improve brand sentiment and develops effective internal communication strategies. Erin Provey, service director for Strategic Communications Management, hand-selected these sessions to provide communications leaders with the tools they need to drive these objectives.

"The strategic relevance of the communications function is increasing quickly, with a renewed interest in shaping the b-to-b brand experience and managing the corporate reputation. We are particularly excited to reveal our new corporate messaging methodology, but each session on this list is packed with great content and actionable takeaways for the b-to-b communications leader."

@erinprovey

Click here for Erin’s picks

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Content Leader

@erinprovey

Erin ProveyService Director, Strategic Communications ManagementThe content leader ensures that the organization’s corporate initiatives are fueled by fresh, relevant and effective content that is easily accessible to sales. Erin Provey, service director for Strategic Communications Management, hand-selected these sessions to provide content leaders with the tools they need to facilitate alignment and efficiency, as well as content strategy best practices and insights.

"Content is the fuel for b-to-b sales and marketing. This year’s Summit is brimming with data, insights, examples and tools for the b-to-b content leader, including a sneak peek at our new content command center benchmarking environment and some tales from the front lines in our Programs of the Year awards."

Click here for Erin’s picks

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Customer Engagement LeaderLisa NakanoService Director, Customer Engagement Strategiesc

Click here for Lisa’s picks

The customer engagement leader is responsible for strengthening customer satisfaction and loyalty through effective customer experience for all products and services. Lisa Nakano, service director for Customer Engagement Strategies, hand-selected these sessions to provide customer engagement leaders with insights on maximizing retention and driving revenue growth.

“When leaders begin to think about customers as their most important resource and source of competitive advantage, they realize that old approaches won’t get them where they need to go. Our selections are designed to show customer engagement professionals an updated approach, including methods for building specific programs driving orchestrated customer experiences that produce measurable results."

@lisanakano

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Demand Marketing LeaderMonica BehnckeVice President and Group Director, Demand Services

Click here for Monica’s picks

The demand marketing leader drives awareness and interest in the organization by leveraging inbound and outbound tactics. Monica Behncke, Vice President and group director for Demand Services, hand-selected these sessions to provide demand marketing leaders with the insights they need to develop an effective demand creation strategy.@mbbaustin

“I’m very excited that this year’s Summit will feature sessions that hit on all the cylinders of the demand engine: demand management processes, demand program design, digital delivery and assessment of the overall function. These sessions cover everything demand marketing leaders need, whether they’re new to demand creation or pushing to the most advanced levels.”

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Emerging Growth PerspectiveClick here for Matt’s picks

Matt PapertsianService Director, Emerging Growth Strategies

Marketing leaders at emerging companies must plan and execute marketing strategies and activities that operationalize demand creation to support rapid growth. Matt Papertsian, service director for Emerging Growth Strategies has hand-selected these sessions to provide marketing leaders with the insights, processes and tools they need to scale their business.

"Our data shows that emerging organizations are twice as likely as some of their mid-sized peers to see revenue growth greater than 81 percent year-over-year. With this kind of rapid growth, these organizations tend to get consumed with tactics and execution, while losing sight of long-term strategy. These sessions will help emerging organizations achieve scalable, strategic growth."

@matthewpaper

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Financial Services PerspectiveBob McKinnonSegment Director, Financial Services

Click here for Bob’s picks

Marketing leaders within the financial services industry face a unique set of challenges as they drive transformation and growth in their organizations. Bob McKinnon, segment director for Financial Services, has hand-selected these sessions to provide marketing leaders within the financial services industry with the insights they need to address these challenges.

"Marketing functions in financial services are increasingly moving to an audience-centric focus. They also are being asked to better demonstrate their impact on the organization’s ability to meet its growth objectives. Our selections highlight how marketing leaders can effectively make the go-to-market process audience-centric, and how to best implement impactful and measurable demand creation programs."

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Healthcare PerspectiveClick here for Jesse’s picks

Jesse MendelsonDirector, Vertical StrategyMarketing leaders within the healthcare industry face a unique set of challenges as they drive transformation and growth in their organizations. Jesse Mendelson, director of Vertical Strategy, has hand-selected these sessions to provide marketing leaders within the healthcare industry with the insights they need to address these challenges.

"In today's b-to-b world, healthcare marketers and sales teams must realign the key components of their strategies to fit the industry’s complex and dynamic landscape. These sessions can help marketing leaders ensure their strategies are aligned to the future of healthcare through effective account-based marketing, personas, strategic communications and go-to-market processes."

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Marketing Operations LeaderCraig Moore Service Director, Marketing Operations Strategies

Click here for Craig’s picks

The b-to-b marketing operations leader must reconcile inconsistent analytics across marketing and sales functions to show marketing’s effectiveness and drive improved performance. Craig Moore, service director for Marketing Operations Strategies, has hand-selected these sessions to provide marketing operations leaders with the insights and strategies they need in today’s data-driven and highly accountable marketing organizations.

“Marketing Operations Strategies has teamed up with the executive services to deliver great new material on the following topics: measurement of campaigns across an audience, how agile concepts apply to the planning and management of a marketing organization, a new framework for conducting effective business reviews, and a new way to apply the marketing planning process in smaller companies.”

@cramoore

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Portfolio Marketing LeaderChristina McKeonService Director, Portfolio Marketing

Click here for Christina’s picks

The portfolio marketing leader is responsible for bringing an organization’s portfolio of offerings to market in an audience-centric manner. Christina McKeon, service director for Portfolio Marketing, hand-selected these sessions to provide portfolio marketing leaders with the insights needed to refine go-to-market strategy and execution.

"Portfolio, product, industry and solution marketers are juggling multiple priorities to drive intelligent growth. Meeting these growth expectations requires them to align priorities for go-to-market strategies, buyer insights, messaging, content and sales knowledge transfer. Join us to learn best practices from SiriusDecisions experts and peers on how to align and manage these priorities so you can demonstrate a positive impact on the business."

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Product Management LeaderJeff LashVice President and Group Director, Go-To-Market

Click here for Jeff’s picks

The product management leader is responsible for the commercial success of a product, overseeing it from inception and ideation through design, build, launch, growth, enhancement and eventual sunset. Jeff Lash, VP and group director, has hand-selected these sessions to provide product management leaders with the insights they need to succeed at each of these stages.

"One thing we hear over and over from product management leaders is that they want their product managers to get away from just doing incremental enhancements and taking a much more strategic approach to managing the products in the portfolio. These sessions will provide specific guidance and best practices to enable this focus, including developing product strategy, preparing products for go-to-market success, and moving away from an internally driven to an audience-based approach."

@jefflash

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Sales Enablement LeaderClick here for Heather’s picks

Heather ColeService Director, Sales Enablement StrategiesThe sales enablement leader develops and disseminates selling tools, collateral and training to drive rep productivity. Heather Cole, service director for Sales Enablement Strategies, hand-selected these sessions to provide sales enablement leaders with the tools they need to optimize their reps’ interactions.

"This year, our enablement agenda focuses on structuring a high-performing enablement function that dynamically accommodates varied organizational priorities without compromising outcomes for both direct sellers and channel partners. We also further explore the development of sales competencies and the best way to cultivate knowledge from across the organization and ensure long-term retention and application.”

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Sales Operations Leader Click here for Mark’s picks

Mark LevinsonVice President and Group Director, Sales Services

@MarkBLevinson

The sales operations leader develops and oversees the processes, tools and resources that drive efficiencies within the sales function. Mark Levinson, Vice President and group director for Sales Services, hand-selected these sessions to provide sales operations leaders with the insights they need to drive efficiency.

"In order to exceed revenue targets, you need to develop an optimal sales operations function, execute an effective compensation plan, optimize sales rep productivity and competency, and successfully measure your sales strategy. This year’s Summit agenda has sessions that deep dive into each of these topics and more. Prepare yourself for success by adding some or all of the following sessions to your calendar. See you in Vegas!"