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Event Description
This one-day, open conference provides seven thought-provoking sessions on how successful, high-growth organizations are approaching sales operations. Learn from experts in the field on how prosperous, high-growth organizations approach sales planning, tech stack management, resourcing, and sales team specialization.
 
This conference is ideal for both business leaders who want to gain a deeper understanding of modern sales operations thinking and technology, and for sales operations professionals seeking innovative methods for how to implement sales operations practices into their organization.
 
Attending SaaStr 2019?
 
Sales Ops Growth Summit 2019 is located in the Westin San Jose Convention Center's Grand Ballroom, 300ft from the San Jose Convention Center and the perfect complement to SaaStr 2019.
 
Join us for all, or one, of the following sessions, network with other growth drivers, and take your sales operations to the next level.
Registration
Registration
Free
Cost to attend: Free -- Register to reserve your spot -- Walk-in registration subject to availability
More details
Sale Ended
Session Agenda
Wednesday, February 6, 2019
8:00 AM - 9:00 AM PST

Registration and Networking Breakfast

Grand Ballroom

Receive your registration materials and enjoy coffee, tea, and breakfast.

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9:00 AM - 9:15 AM PST

Welcome Remarks

Dharmesh Singh Grand Ballroom

Opening remarks on what drives the need for a conference on Sales Operations growth.

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9:15 AM - 9:50 AM PST

Current State of Sales Operations - Trends of 2019

Neil Harrington Grand Ballroom

The role of Sales Operations has changed from a support role to a strategic growth driver role. This change has been brought about by trends in technology and the way sales organizations are structured. Successful organizations are going to rethink their approach to sales ops and hire for more strategic sales ops roles. This talk will discuss Sales Operations then, now, and in the future.

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10:10 AM - 10:50 AM PST

Structuring Sales Operations as a Growth Accelerator - Panel Discussion

The way you structure your sales operations department impacts its results. Successful companies are moving people from administrative roles to high value strategy and forecasting roles. Because of technology, business intelligence, and faster paced business cycles, Sales Ops teams can get head of their planning cycles to operating in real time planning to execution environments. This state is the goal of high growth sales ops teams.

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11:10 AM - 11:50 AM PST

Making Sense of the Sales Ops Tech Stack

Nancy Nardin Grand Ballroom

While there are many point solutions now available to facilitate the sales process, the reality is most companies can achieve much of what they want within their CRM today, given proper policy to sales process alignment. Understanding how to view technology adoption, and which categories of solutions will most help you, is key to successfully navigating the sales tech stack overload. Join us for a practical discussion on what startups through late stage companies need from a sales tech stack.

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12:00 PM - 12:50 PM PST

Lunch and fullcast.io Product Showcase

See the future of software-defined sales operations through a live demo of our product.

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1:10 PM - 1:50 PM PST

Sales Planning for Growth Executives Workshop

Dorota Szeremeta Quincy Darbyshire Grand Ballroom

Before you can seriously talk about growing your company, you need a well thought out GTM plan that includes the following: financial plan, resource allocation, role definition, hiring plan, ramp and enablement plan, territory assignment and account hierarchy commission rules. This is a practical workshop that will describe all the elements of a well formulated sales plan for growing companies - both practical tips for planning and a high overview of how high growth can impact companies.

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2:10 PM - 2:50 PM PST

Policy-Defined Operations - The Future of Operations

Bala Balabaskaran Tyler Simons Grand Ballroom

A policy driven approach provides flexibility to deal with situations that arise during periods of high-growth or dynamic market environments. Policies are intended to change over time as they provide flexibility for change. Organizations that adopt a policy-based approach to sales operations will not build static systems (point in time solutions), and will not have to 'rebuild' the entire system in the future. This talk will explain how policy-defined operations is the most progressive and effective of all operations.

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3:10 PM - 3:50 PM PST

Data Governance - The Foundation of Everything

Yousuf Khan Grand Ballroom

The sooner a data governance policy is established for your sales operations, the more reliable and valuable your prospect and customer databases will be. Setting your governance policy is foundational to unlocking all advanced sales operations processes and avoiding high cost inefficiencies due to bad data. Here, we will focus on data governance: what it is and why it is so important for sales operations.

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4:10 PM - 4:50 PM PST

Breaking the 24-Month VP of Sales Life-Cycle: A Board Level Perspective

Ted Wang Grand Ballroom

Many organizations are caught in an endless cycle of sales leadership churn that results from unrealistic sales plan setting, poor understanding of sales process dynamics, disconnect between founder financial plans, and the reality of market conditions. Much of this could be avoided if organizations emphasized performance to plan tracking over general metrics reporting. From a board level perspective, successful sales operations do the following: have a clear definition of ICP, a repetitive sales process, clean activity reporting procedures, and a disciplined approach to CRM utilization. Dive into these areas in this talk. Gain candid insight from an experienced VC on what happens when planning to execution are misaligned.

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4:50 PM - 5:00 PM PST

Closing Remarks

Dharmesh Singh Grand Ballroom
5:00 PM - 6:00 PM PST

Networking Happy Hour

Grand Ballroom

Network with other growth drivers and join us for cocktails and appetizers.

Show details Hide details
8:00 AM - 9:00 AM PST

Registration and Networking Breakfast

Grand Ballroom

Receive your registration materials and enjoy coffee, tea, and breakfast.

Show details Hide details
9:00 AM - 9:15 AM PST

Welcome Remarks

Dharmesh Singh Grand Ballroom

Opening remarks on what drives the need for a conference on Sales Operations growth.

Show details Hide details
9:15 AM - 9:50 AM PST

Current State of Sales Operations - Trends of 2019

Neil Harrington Grand Ballroom

The role of Sales Operations has changed from a support role to a strategic growth driver role. This change has been brought about by trends in technology and the way sales organizations are structured. Successful organizations are going to rethink their approach to sales ops and hire for more strategic sales ops roles. This talk will discuss Sales Operations then, now, and in the future.

Show details Hide details
10:10 AM - 10:50 AM PST

Structuring Sales Operations as a Growth Accelerator - Panel Discussion

The way you structure your sales operations department impacts its results. Successful companies are moving people from administrative roles to high value strategy and forecasting roles. Because of technology, business intelligence, and faster paced business cycles, Sales Ops teams can get head of their planning cycles to operating in real time planning to execution environments. This state is the goal of high growth sales ops teams.

Show details Hide details
11:10 AM - 11:50 AM PST

Making Sense of the Sales Ops Tech Stack

Nancy Nardin Grand Ballroom

While there are many point solutions now available to facilitate the sales process, the reality is most companies can achieve much of what they want within their CRM today, given proper policy to sales process alignment. Understanding how to view technology adoption, and which categories of solutions will most help you, is key to successfully navigating the sales tech stack overload. Join us for a practical discussion on what startups through late stage companies need from a sales tech stack.

Show details Hide details
12:00 PM - 12:50 PM PST

Lunch and fullcast.io Product Showcase

See the future of software-defined sales operations through a live demo of our product.

Show details Hide details
1:10 PM - 1:50 PM PST

Sales Planning for Growth Executives Workshop

Dorota Szeremeta Quincy Darbyshire Grand Ballroom

Before you can seriously talk about growing your company, you need a well thought out GTM plan that includes the following: financial plan, resource allocation, role definition, hiring plan, ramp and enablement plan, territory assignment and account hierarchy commission rules. This is a practical workshop that will describe all the elements of a well formulated sales plan for growing companies - both practical tips for planning and a high overview of how high growth can impact companies.

Show details Hide details
2:10 PM - 2:50 PM PST

Policy-Defined Operations - The Future of Operations

Bala Balabaskaran Tyler Simons Grand Ballroom

A policy driven approach provides flexibility to deal with situations that arise during periods of high-growth or dynamic market environments. Policies are intended to change over time as they provide flexibility for change. Organizations that adopt a policy-based approach to sales operations will not build static systems (point in time solutions), and will not have to 'rebuild' the entire system in the future. This talk will explain how policy-defined operations is the most progressive and effective of all operations.

Show details Hide details
3:10 PM - 3:50 PM PST

Data Governance - The Foundation of Everything

Yousuf Khan Grand Ballroom

The sooner a data governance policy is established for your sales operations, the more reliable and valuable your prospect and customer databases will be. Setting your governance policy is foundational to unlocking all advanced sales operations processes and avoiding high cost inefficiencies due to bad data. Here, we will focus on data governance: what it is and why it is so important for sales operations.

Show details Hide details
4:10 PM - 4:50 PM PST

Breaking the 24-Month VP of Sales Life-Cycle: A Board Level Perspective

Ted Wang Grand Ballroom

Many organizations are caught in an endless cycle of sales leadership churn that results from unrealistic sales plan setting, poor understanding of sales process dynamics, disconnect between founder financial plans, and the reality of market conditions. Much of this could be avoided if organizations emphasized performance to plan tracking over general metrics reporting. From a board level perspective, successful sales operations do the following: have a clear definition of ICP, a repetitive sales process, clean activity reporting procedures, and a disciplined approach to CRM utilization. Dive into these areas in this talk. Gain candid insight from an experienced VC on what happens when planning to execution are misaligned.

Show details Hide details
4:50 PM - 5:00 PM PST

Closing Remarks

Dharmesh Singh Grand Ballroom
5:00 PM - 6:00 PM PST

Networking Happy Hour

Grand Ballroom

Network with other growth drivers and join us for cocktails and appetizers.

Show details Hide details
Nancy Nardin

Nancy Nardin

Founder, Smart Selling Tools and Co-Founder, Vendor Neutral
Neil Harrington

Neil Harrington

Senior Analyst, TOPO
Yousuf Khan

Yousuf Khan

CIO
Dorota Szeremeta

Dorota Szeremeta

Vice President, Employee Success Strategy and Operations, Salesforce
Sealy Laidlaw

Sealy Laidlaw

Vice President of Operations, Valor
Jim Schwappach

Jim Schwappach

Senior Director of Sales Operations, Copper Inc.
Ryan Toben

Ryan Toben

Vice President of Corporate Sales, Gainsight
Lisa Kelly

Lisa Kelly

Senior Vice President of Operations, Talkdesk
Ted Wang

Ted Wang

Partner, Cowboy Ventures
Dharmesh Singh

Dharmesh Singh

CEO and Co-Founder, fullcast.io
Bala Balabaskaran

Bala Balabaskaran

CTO and Co-Founder, fullcast.io
Quincy Darbyshire

Quincy Darbyshire

Growth Operations Business Partner, fullcast.io
Celvva Vetrivelu

Celvva Vetrivelu

Head of Engineering, fullcast.io
Tyler Simons

Tyler Simons

Growth Operations Business Partner, fullcast.io
WHERE
Westin Hotel
302 S Market St, San Jose, CA 95113, United States
Organizer
fullcast.io

fullcast.io unlocks the revenue generation efficiencies of sales operations by delivering software-defined operations that automate the planning-to-execution loop through policy automation.

16710 NE 79th ST #202,
Redmond, WA 98052
United States

Contact

For questions, contact:
John Kelly: jkelly@fullcast.io or 425.736.3389
Dani Bunker: v-dani@fullcast.io or 425.442.1860

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