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Be Informed. Be Innovative. Be Inspired.

October 4-6, 2016 | San Francisco

WHY SHOULD YOU ATTEND?

The Open Lounge is your escape from the overwhelming Dreamforce onslaught. A retreat where you can be informed, innovative, and inspired, all at once. It’s an exclusive opportunity to take part in engaging conversations, attend thought-leadership sessions, and listen in on dynamic discussion panels.

The Open Lounge is here to enlighten you on the latest lead-to-revenue strategies, update you on inventive and original concepts, and energize you so you leave refreshed and ready to win—with all sessions helmed by top sales, marketing, and operations leaders.

There is limited space, however, so be sure to register today.

AGENDA

At Open Lounge you will learn from industry leaders, analysts, and your peers on the latest lead-to-revenue strategies. Check back regularly for updates to the agenda, speakers, and session times.

Tuesday, October 4th

9:00am – 12:00pm

  • Networking
    Sales, marketing, and operations are better together, so come meet, mingle, and get motivated for the week ahead. We’ll have snacks to fuel your brain, caffeine to charge your batteries, and innovative topics to spark your creativity.

12:00pm

  • Lunch

1:00pm-2:00pm

  • Women on the Rise: The Next Generation of Sales & Marketing Leaders
    Gender diversity in the tech industry remains a trending topic, but the conversation is mostly about technical roles. What about careers in sales, marketing and ops? There are terrific opportunities for women and it’s time to discuss it. We’re ecstatic to have a panel of emerging talent – across sales, marketing, and operations – who will share their stories and advice on their fast track of career growth. Join these “up and comers” for a lively discussion and get your juices flowing about your own career.

    Moderator:
    Tracy Eiler, CMO, InsideView

    Panelists:
    Brooke Julicher, Regional Vice President – Enterprise Sales, Zuora
    Ashley McIntyre, Manager Sales Engineering, Enterprise, Infer
    Courtney Boyajian, Senior Strategic Sales Executive, Salesforce
    Dayna Rothman, Vice President Marketing – Brand, Content & Demand Generation, Everstring
    Kristi Kucharski, Business Development – Uber for Business, Uber
    Lauren Olerich, Director of International Marketing, Gainsight
    Nikki Nixon, Director of #FlipMyFunnel, Terminus

2:15pm-2:45pm

  • Powering Account-Based Marketing Through Technology
    Account-based marketing (ABM) is more than a marketing buzzword—it’s a strategy that savvy marketers are incorporating into their marketing mix to drive revenue across their business.  As more organizations shift toward account-centricity, it is essential to have the right tool in place to easily target, engage and measure accounts.  Attend this session to learn why ABM is valuable for businesses of all sizes, what critical components any ABM solution must have, and how Marketo is executing ABM programs to generate pipeline.

    Presenter:
    Charm Bianchini, Senior Director of Marketing, Marketo


2:00pm-4:00pm

  • Partner Roundtable with Gordon Ritter, Founder and General Partner, Emergence Capital
    To really understand emerging data-driven technologies and intelligence applications that truly offer strategic value, the sharpest insights come from those making investments in the most promising ideas. During this intimate session, you’ll talk with Gordon Ritter, Founder and General Partner of Emergence Capital, a top enterprise cloud venture capital firm working with those developing tomorrow’s business applications. Gordon will discuss the importance of data in SaaS business models, provide feedback on your data initiatives, and share how others are using data to create intelligent applications that dramatically increase their competitiveness. This limited session is invitation only.

    Presenter:
    Gordon Ritter, Founder and General Partner of Emergence Capital Partners


3:30pm-4:00pm

  • #FlipMyFunnel with Account-Based Marketing
    Account-based marketing challenges the status quo of B2B marketing and sales by flipping the funnel on traditional lead gen. In this session, Terminus CMO & Co-Founder, Sangram Vajre, author of Account-Based Marketing for Dummies, will introduce the stages The ABM Framework which go beyond the typical B2B buyer’s journey to a comprehensive customer marketing experience. Presenter: Sangram Vajre, Co-Founder & CMO, Terminus

    Presenter: Sangram Vajre, CMO & Co-Founder, Terminus

4:00pm-5:00pm

  • Aligned to Achieve: How to Unite Your Sales & Marketing Teams Into a Single Force for Growth
    Marketing and sales leaders are frustrated with each other. Alignment is an age-old problem and it’s high time we got our collective act together. It’s the only way to survive and thrive against today’s changing buyer dynamic. This session is based on original research, content, and contributions included in “Aligned to Achieve” (Wiley, October 2016), a new book everyone in attendance will receive! The authors will discuss highlights of the book and give tips on how and why to get aligned. Want to know what misalignment is really costing you? Need practical advice on how to go after the problem? We’ll discuss real-world actions for improving your culture, processes, and technology and you’ll learn the financial and strategic impact of getting alignment right.

    Presenters:
    Andrea Austin, VP Enterprise Sales, InsideView
    Tracy Eiler, CMO, InsideView

5:00pm-6:30pm

  • Book Launch Party
    Join us to celebrate the launch of our just-released book, Aligned to Achieve. Book co-authors and InsideView’s own Andrea Austin, VP Enterprise Sales, and Tracy Eiler, CMO, will meet and mingle along with the thought leaders and innovators interviewed for the book. Get your free signed copy of the book and enjoy cocktails and hors d’oeuvres in celebration. As a bonus, you’ll meet Sangram Vajre, Co-Founder & CMO at Terminus, author of Account-Based Marketing For Dummies and Donal Daly, CEO of Altify, author of Tomorrow | Today : How AI Impacts How We Work, Live, and Think (and it’s not what you expect).


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Wednesday, October 5th

9:00am-11:00am

  • Networking
    Sales, marketing, and operations are better together, so come meet, mingle, and get motivated for the week ahead. We’ll have snacks to fuel your brain, caffeine to charge your batteries, and innovative topics to spark your creativity.

11:00am-12:00pm

  • Tune Your Salesforce to Enable the Perfect Pitch
    The Age of the Customer is significantly shifting B2B buyer and seller dynamics. Companies have to change, and that means assessing sales’ abilities, aligning teams towards the customer, and enabling sales to win. Join Principal Forrester Analyst and leading sales and marketing expert, Mary Shea, as she discusses changes in buyer and seller dynamics, the importance of data and insights, and how “better together” helps companies succeed in this new environment.

    Presenter: Mary Shea, Principal Analyst, Forrester Research

12:00pm

  • Lunch

1:00pm-3:00pm

  • Keynote with Marc Benioff and special guests (Streamed Live)
    Escape from the overwhelming onslaught of 160,000 people vying for a front row seat at Dreamforce. Come to Open Lounge to watch the keynote, recover your hearing, and stretch your legs.

3:30pm-4:30pm

  • All Grown Up: How Millennials are Set to Change B2B Buying and Selling
    Millennials make up nearly 40% of today’s US workforce, and that will grow to nearly 50% by 2020. As workers born after 1980 fill customer-facing sales and marketing roles, the approach and technology dependencies of those roles will also change. To address this shift, current B2B marketing and sales leaders must adapt their management and enablement approaches to effectively engage, motivate, and retain these resources. In this session, panelists will look at management best practices, innovative training methods, and new sales enablement tools suited for Millennials in B2B sales and marketing.

    Host:
    Jeff Day, VP Marketing, Highspot

    Panelists:
    Eric Quanstrom, CMO, KiteDesk
    Mary Shea, Principal Analyst, Forrester Research

5:00pm-8:00pm

  • Pre-gala Party
    All we want is you to take one moment to find what you’re looking for: a relaxing cocktail and scrumptious appetizers before the U2 show! Enjoy the beautiful day from our rooftop lounge’s elevation, but don’t get vertigo. We’re throwing this party with or without you, but we’re obviously better together. We’ll also have a free shuttle to the concert well before U2 takes the stage.

Thursday, October 6th

9:00am-11:00am

  • Networking
    Sales, marketing, and operations are better together, so come meet, mingle, and get motivated for the week ahead. We’ll have snacks to fuel your brain, caffeine to charge your batteries, and innovative topics to spark your creativity.

11:00am-12:00pm

  • Target Key Accounts Using An Account-Based Strategy Panel
    Account-Based Marketing (ABM) has quickly become a top priority for B2B marketers. It flips the marketing focus from generating individual leads to working together with sales to target and engage with the best accounts and the right decision-makers. And it works: over 80% of marketers that measure ROI say that ABM initiatives outperform other marketing investments.

    During this session, panelists will discuss how targeted company and contact data, when used together with insights, can maximize the precision of campaigns, helping them break through and get results. They’ll also dive into real case studies and explain how to start an ABM program in your company.

    Moderator:
    Adam Perry, Director of Product Management Marketing Solutions, InsideView

    Panelists:
    Cari Baldwin, President, BlueBird Strategies
    Kevin O’Malley, VP Demand Generation, SalesLoft
    Jennifer Sprague – Director of Marketing, Harvard Business Publishing
    Colleen Rombach, Senior Manager Demand Generation, InsideView
    Nick Ezzo, VP Demand Generation, Host Analytics

12:00pm-1:00pm

  • Lunch

1:00pm-1:30pm

  • Account Based Marketing + Account Based Sales Development = Account Based Everything
    In the deep sea of B2B selling, you can’t wait around for the right people from the right accounts to swim into your demand generation net – you need to hunt “big fish” with a targeted and strategic approach. Relying on Inbound is no longer enough. You must to align your entire organization for success. In this presentation, Jon Miller will reveal the new secret sauce for combining account based marketing with account based sales development to predictably generate pipeline. He will expand on the core ideas from his new book “The Clear and Complete Guide to Account Based Sales Development” so you can break down the silos, get organizational alignment, and close larger accounts faster.

    Presenter: Jon Miller, CEO and Co-Founder, Engagio

     

1:45pm-2:15pm

  • Building the Ideal ABM Tech Stack
    While 90% of marketers recognize the value of Account Based Marketing, only 52% have included it as a part of their marketing practice.  In this session, J.J. Kardwell, President and Co-Founder of EverString, will explain how to get started with Account Based Marketing, as well as present a framework for the technology stack required to run an effective practice.

    Presenter: J.J. Kardwell, President, Everstring

     

2:45pm-3:45pm

  • How to Adapt Your Sales & Marketing Systems for a Single Source of Truth
    Sales and Marketing Operations are a central resource for empowering the data-driven enterprise. A critical element of alignment is shared data throughout the Lead-to-Revenue process. Sales and Marketing teams have typically worked in their own silo’d systems and it’s been difficult to align on a single source of truth. We’ll share prescriptive guidance for how to solve this through an integrated and consistent view of data throughout the marketing and sales processes.

    Moderator: Kristine Webb, Director of Demand Generation & Marketing Operations, InsideView

    Panelists:
    Pam Hudadoff, Principal, Opine Consulting
    Trevor Poapst, VP Marketing and Sales, RIVA CRM Integration
    Kevin Downing, Senior Manager, Marketing Operations, InsideView
    Tom Grubb, Chief Strategy Officer, Digital Pi

4:00pm-5:00pm

  • Finding the Fuel to Launch Your Operations Career
    Sales and Marketing Operations are fast becoming critical roles in today’s successful companies. They’re also becoming exciting new career paths for those with the right set of skills. But there’s a lot to learn across systems, processes, data and technologies, and the ability to translate it all into sales and marketing speak-and success-is what separates the best from the rest.

    This panel of Sales and Marketing Operations leaders will discuss the changing scope of Operations, how shifts in the B2B buyer-seller dynamic are shifting the role as well, and challenges and key learning from their own experiences.

    Moderator:
    Matt Amundson, VP Sales Development and Field Marketing, Everstring

    Panelists:
    Jason Seeba, Head of Marketing, Bloomreach
    Jason Paquette, Director of Sales Operations, MongoDB
    Ben Kwon, VP Business Operations, Sumo Logic
    Ahmed Chowdhury, Senior Sales Operations Manager, Anaplan
    Swen Kolterman, Director B2B Marketing Operations & Automation, Glassdoor

SPEAKERS

Mary Shea

Principal Analyst, Forrester Research

READ BIO ›

Jon Miller

CEO and Co-Founder, Engagio

READ BIO ›

Cari Baldwin

President, BlueBird Strategies

READ BIO ›

Tom Grubb

Chief Strategy Officer, Digital Pi

READ BIO ›

Sangram

Sangram Vajre

CMO & Co-Founder, Terminus

READ BIO ›

J.J. Kardwell

President and Co Founder, EverString

READ BIO ›

Gordon Ritter

Founder and General Partner of Emergence Capital Partners

READ BIO ›

Jason Seeba

Head of Marketing, Bloomreach

READ BIO ›

Tracy Eiler

CMO, InsideView

READ BIO ›

Matt Amundson

VP Sales Development & Field Marketing, EverString

READ BIO ›

Eric Quanstrom

CMO, KiteDesk

READ BIO ›

Jeff Day

VP Marketing, Highspot

READ BIO ›

Pam Hudadoff

Principal, Opine Consulting

READ BIO ›

Ben Kwon

VP of Sales & Business Operations, Sumo Logic

READ BIO ›

Trevor Poapst

VP Marketing and Sales, RIVA CRM Integration

READ BIO ›

Andrea Austin

VP Enterprise Sales, InsideView

READ BIO ›

Dayna Rothman

Vice President Marketing, Everstring

READ BIO ›

Jennifer Sprague

Director of Marketing, Harvard Business Publishing

READ BIO ›

Kevin O’Malley

VP Demand Generation, SalesLoft

READ BIO ›

Courtney Boyajian

Senior Strategic Sales Executive, Salesforce

READ BIO ›

Lauren Olerich

Director of International Marketing, Gainsight

READ BIO ›

Adam Perry

Director of Product Management Marketing Solutions , InsideView

READ BIO ›

Nikki Nixon

Director of #FlipMyFunnel, Terminus

READ BIO ›

Kristine Webb

Director Demand Generation & Marketing Operations, InsideView

READ BIO ›

Kevin Downing

Senior Manager, Marketing Operations, InsideView

READ BIO ›

Ashley McIntyre

Manager Sales Engineering, Enterprise, Infer

READ BIO ›

Colleen Rombach

Senior Manager Demand Generation, InsideView

READ BIO ›

Jason Paquette

VP of Sales & Business Operations, MongoDB

READ BIO ›

Ahmed Chowdhury

Senior Sales Operations Manager, Anaplan

READ BIO ›

Nick Ezzo

VP Demand Generation, Host Analytics

READ BIO ›

Brooke Julicher

Regional Vice President – Enterprise Sales, Zuora

READ BIO ›

Charm Bianchini

Senior Director of Marketing at Marketo

READ BIO ›

Sessions, Wi-Fi, meeting space, an espresso cart, & more

Just two blocks from the DF Expo Hall

The Open Lounge capacity is limited so you must pre-register for sessions & events.
The Open Lounge schedule is subject to change. If you have an event question, please email Alex Taylor.

PERKS

Be Informed

Live Keynote Viewing Sessions

Free Wi-Fi

Charging Stations

Be Innovative

1:1 Meeting Space

Rooftop Patio

Napa Valley Wine

Be Inspired

bulbs

Thought-Leadership Sessions

Gala Pre-Party

Gourmet Breakfast, Lunch, & Snacks

SPONSORED BY:

AdRoll-logo less tallEngagio everstring insideviewmarketo-logo Terminus

 

 

Media Sponsor
SmartSellingTools

InsideView During Dreamforce

Open Lounge

Located at the exclusive:
One Kearny Club
23 Geary St,
San Francisco, CA 94108

Quick directions from Moscone North:
Walk north on 3rd towards Market from Howard, (2 blocks).
Cross Market Street and make a quick left onto Geary St.
The Open Lounge is located 100 feet down on the left-hand side at the corner of Geary and Kearny Street.
Check-in will be just inside the front doors.

The Open Lounge

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