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As companies graduate from managing their business via spreadsheets and emails, they often focus on two core processes to grow their business – customer management and sales process. Unfortunately, these two processes are not always aligned. The results can lead to poor user adoption, misplaced incentives and lots of manual processes, not to mention a reduced ROI on both investments. In this presentation sales performance expert J.B. Bush will describe how to meld CRM and sales processes into a cohesive strategy that drives higher performance in sales and better customer satisfaction.
3:15 pm – 3:55 pm
Pacific Heights
J.B. Bush, Managing Partner, ValueSelling Associates
J. B. Bush has helped sales and marketing organizations around the world to achieve higher win rates and drive top-line revenue and productivity by mastering the ability to appropriately manage the dialog with prospects through the ValueSelling Framework®. Through workshops, keynote presentations, one-on-one consultation and coaching, JB has taught thousands of frontline sales representatives, managers and marketing teams to successfully conduct discovery sessions with their prospects and effectively manage their opportunities.
Twin Peaks North
With the rising acceptance of cloud-based computing, the difficulty of funding, acquiring, configuring and maintaining IT infrastructure has eased significantly - opening the door for broader and simpler use of applications, like Business Intelligence, throughout an organization. Join Brian Gentile for an interactive discussion on the benefit of using BI in the Cloud and the possibilities for widespread use and improved business insight that can result.
Brian Gentile, CEO, Jaspersoft
Brian Gentile brings a successful 24-year track record to Jaspersoft, helping it to become the open source business intelligence market leader, measured by product downloads, production deployments of its software, number of registered community members, and of course commercial customers. Prior to Jaspersoft, Mr. Gentile was Executive Vice President and Chief Marketing Officer at Informatica Corporation, the industry-leading data integration software company, where he helped the company grow consistently and substantially. Previously, Mr. Gentile served as Executive Vice President and Chief Marketing Officer for Brio Software, a leading business intelligence software provider, where he was responsible for the company’s global market position and strategy, product marketing, corporate marketing and strategic partner relationships. Prior to Brio, as a Vice President at Sun Microsystems, Brian created Sun’s first-ever worldwide Developer Relations team and helped build the Sun and Java Developer Connection Programs, which reached over 2 million active members during his tenure. And prior to Sun, Brian led Apple’s Evangelism and Developer Relations team, enabling 10,000 independent software vendors to work closely and successfully with Apple’s products and technologies.
Twin Peaks South
Web-based applications have proven their ability to improve performance and reduce costs. Yet, for many companies, the problems of information silos and data integration not only persist, they have increased. The next generation of applications delivered over the Web will move beyond controlling cost to delivering a seamless experience for customers and business users. In this session, Mike Vetter, CEO of DataSync, will explore the implications of running your entire business in the cloud with the results that easily surpass the first generation of web applications.
Mike Vetter, CEO, DataSync
Mike Vetter is the founder of DataSync, and currently serves as CEO. Mike is a business developer who is passionate about building great software to help businesses become more productive. In 2009, DataSync released its flagship product, DataSync Suite, to a large audience of developers and businesses. He is involved in building the team, driving growth, and shaping the vision and direction behind DataSync. Mike brings over ten years of experience in sales, marketing, project management, e-commerce, network security, and bank software implementation to the DataSync team. Mike enjoys all things outdoors, including mountain biking, surfing, and ice hockey. Mike grew up in Madison, SD and holds a B.S. from Dakota State University in e-commerce and computer security.
Presidio
Do you manage a high volume of geographically sensitive data in SugarCRM? Do you want to extend Sugar to create cool new views into your prospect and customer base? This presentation by SugarCRM customer Milsoft will show you how to develop valuable geographic functionality on your own with small changes to SugarCRM. In doing so, administrators and developers can deliver a whole new set of functionality that your company can use to its advantage.
Asa Kusuma, Business Development Web Programmer, Milsoft
Asa Kusuma is a web developer and Computer Science major at Abilene Christian University. Since 2006, he has developed web-based applications for Georgetown University, George Mason University, and Milsoft Utility Solutions. At George Mason University, he helped develop Zotero, a popular research tool used by many educational institutions. Asa blogs at asakusuma.com and is an active member of the SugarCRM development community.
Telegraph
Thomas Cook and Geovariances are two very different companies with a similar goal – exploring the world. Thomas Cook helps travelers explore the globe; Geovariances helps companies utilize geostatistics to aid in civil engineering, exploration and development projects. What both these firms also have in common is that they worked with SugarCRM Gold Partner Synolia to enhance the customer experience and get marketing, sales and support on the same page. Attend this session to learn how Thomas Cook and Geovariances are building better businesses with Sugar.
Stéphane Calimodio, Co-Founder & CRM Division Director, Synolia
Stéphane Calimodio is Co-Founder and CRM Division Manager of Synolia, a SugarCRM Gold partner located in Lyon, France. Stéphane holds the distinction of being one of the first original SugarCRM community members and Synolia is the longest-serving SugarCRM partner in the world. In his nearly six years of involvement with the company, Stéphane has build a variety of popular Sugar extensions, including the first translation of the application into French and integrations with Twitter, Google and other popular web applications.
Marina
“If it is important, measure it”, the saying goes. This session will focus on what you should measure in Sugar and how. SugarCRM reporting expert Ryan Meeker will detail how to use and modify standard reports, create and share custom reports and take advantage of matrix reporting, run time filters and the Reports Wizard. Learn how to get the most out of the deep reporting capabilities inside Sugar, and come away from this session a power reports user.
Ryan Meeker, Sales Operations Manager, SugarCRM
Ryan Meeker is a Sales Operations Manager at SugarCRM where he focuses on global sales processes, lead management and executive reporting. Previously, he managed the lead qualification team at the company. Ryan’s quantitative background and knowledge of SugarCRM has made him one of the most prolific and expert users of SugarCRM’s reporting functionality. Ryan began his career in accounting with KPMG after graduating with a degree in Business Management Economics from the University of California, Santa Cruz.
Sea Cliff
The intersection of the Social Web and Mobile Technology holds great promise for staying connected and nurturing relationships. The temptation is high to connect with thousands of professionals on major social networks. What an exciting time! But with exciting times come challenges -- starting with a strong feeling of amnesia. How often do we look at a someone’s profile and think, “How do I know this person? Why are we friends? And, who are all these other people?” This session will review various best practices you can use to manage massive amount of connections across several networks. As well as ways to maintain and rejuvenate relationships as needed.
Philippe Cases, President and CEO, Spoke Software
Philippe Cases has spent over 16 years as a Venture Capitalist in Europe and then in the United States focused on Information Technology. One of his core investment focus was the intersection of the web, analytics and CRM with successful investments over time such as Rightpoint (acq. by Epiphany), Adknowledge (acq. by CMGI), Inquira and more recently Spoke Software. He also currently sits on the board of Jaspersoft, an Open Source Business Intelligence company, and VentureBeat, the technology blog about Tech Money and Innovation.
Napa
Formulating a Customer Relationship Management (CRM) strategy is a lot like dating. It can be fun but it can also be a lot of work to find the right match. What types of people are right for you? What types are clearly not worth your energy? Successful companies need to figure out whom to target and what attracts customers to you have. This session will examine how to build successful CRM relationships where both partners work toward the best possible understanding of the other and themselves. It will show how properly formulated CRM initiatives reap understanding not only of your customers, but also of your business. And how advancing both of these goals will lead to the most productive, satisfying and enduring customer relationships.
Greg Nelson, Director of Customer Engagement, agencyQ
Greg Nelson is head of the customer engagement and loyalty practice at agencyQ, a full-service digital marketing agency based in Washington, DC. Greg offers his vast experience in conceptualizing and implementing ROI driven integrated marketing programs for Q’s clients. He has helped companies such as Nextel, US Airways, Carlson Hospitality Worldwide, MCI, Delta, Fedex Kinko’s and Revolution Health develop CRM initiatives that build customer relationships, drive market share and increase brand loyalty. He is a graduate the Cornell School of Hotel Administration.
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