September 10-11, 2007
The Hotel Valencia
San Jose , CA
For more information
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(415) 553-4142 or tlsinfo@tlsummits.com
Sponsored By:
Media Partners:
Keynote Speaker:
David Macaulay
Corporate Senior Vice President
Siemens AG
Biography:
David Macaulay is the Corporate Senior Vice President responsible for the worldwide sales transformation project, CRM@Siemens. This corporate project is designed to define and transform Siemens’ sales processes to a common “best in class” standard throughout the worldwide Regions, Business Groups and Divisions of Siemens AG. At the same time, these processes will be enabled with information on a single global Sales and Marketing information platform.
Prior to this assignment he served as President and Managing Director for Corporate Accounts - responsible for worldwide sales to Siemens AG’s largest enterprise customers doing business across the three Business Groups which make up Siemens Information and Communications (I&C).
His background includes 12 years in sales and marketing with IBM in various sales and executive positions. Following IBM he joined Siemens Business Communications as head of the Strategic Account Program for US based customers. In 1993 he moved to Munich, Germany and was named Director, and later, Vice President of International Account Sales, responsible for Siemens Private Network Group’s International Account Program where he served until 2000 before being named to head the Corporate Accounts organization.
In addition to his responsibilities at Siemens, he serves on several boards, including the Strategic Account Management Association (SAMA) and the venture capital company, GIMV n.v. He is also an active guest lecturer at major universities such as Columbia in the US, St. Gallen in Switzerland, and Cranfield and Warwick in the UK. Siemens’ leadership in the field of business development was recognized by its corporate peers with the coveted SAMA Performance Award for Best Account Management in 2003.
He earned an International MBA from the Thunderbird School of Global Management and lives with his wife and daughter in Starnberg, Germany.
Featured Presenters:
Alicia Dietsch
Vice President - Channel Marketing Programs
AT&T, Inc.
Biography:
Alicia has been part of AT&T’s Sales and Marketing team since 1991, serving in a number of highly visible, strategic roles. She’s demonstrated her interpersonal and organizational skills in complex business negotiations and has a long history of leadership, characterized by concrete performance, a keen analytical approach and imaginative thinking.
In 2004, Alicia was selected by AT&T’s Chief Marketing Officer to create and lead a new team charged with creating and delivering high-impact channel activation programs. In this capacity, she supports over 15,000 sales personnel, driving over $30 billion in annualized customer revenue. She leads a wide array of customer programs extending from thought leadership, to customized customer briefings, to AT&T’s branded special events. Central to bringing these programs to market is an integrated communications program, leveraging marketing campaigns, events, email, newsletters, websites, intranet portals and other media-rich formats.
With the announcement of the merger of SBC and AT&T, Alicia was asked to develop the communication plans that would launch “the new AT&T”. Working in partnership with teams at SBC, Alicia was a key resource in the development of the new company’s unique value proposition, as well as the design of the associated collateral and marketing plans. In this role, she again managed a comprehensive effort to produce essential launch materials which included websites, training and robust customer touch plans.
In 2003, Alicia helped form a new Sales & Service Advocacy team, charged with improving efficiency and effectiveness. She developed new processes for product launches, improved the quantity and quality of sales collateral and established a new sales support center providing real time inquiry support for all business sales teams.
In 2000, Alicia served as Chief of Staff for AT&T’s President of Business Sales, managing the business office and advocating for the needs of sales teams and AT&T customers throughout the company.
Earlier in her career, Alicia worked in complex offer development for the financial services sector, helping drive over $3 billion in annual revenue. She started her AT&T career as an Account Executive in White Plains, selling voice and data networks to commercial customers such as Kraft General Foods and Philip Morris.
Alicia holds a BS in Marketing from Lehigh University, and is a Trustee of the New Jersey Theater Alliance. She and her husband live in Branchburg, NJ.
Shanker Trivedi
Senior Vice President Corporate Development
Callidus Software
Shanker Trivedi has more than 20 years of experience in senior marketing and executive business management positions in the U.S., the U.K. and India. Before joining the Callidus executive team, Shanker served as Vice President, Marketing for the Global Sales Organization of Sun Microsystems Inc. in Menlo Park, California. Shanker joined Sun U.K. in 1996 and held the positions of Marketing Director and Partner Sales Director before his promotion to Vice President and Managing Director (U.K. and Ireland) in 1998. Prior to Sun, Shanker held various sales, marketing and business management positions at IBM, ICL, and other global companies in the U.K. and India.
Shanker has served on advisory boards including the U.K. Government Information Age Partnership and is a Charter Member of TiE (U.K. and Silicon Valley), a Fellow of the Institute of Management (U.K.), and a Member of the Institute of Directors (U.K.).
Shanker holds an M.B.A. from IIM Calcutta and a M.S. in Mathematics and Computing from IIT Delhi.
Kirby Drysen
Director - Customer Listening
Cisco Systems, Inc.
Biography:
Kirby Drysen is the Director of Cisco’s Customer Listening Organization. Listening to the Customer is not only a central part of Cisco’s culture, but an essential component of their business strategy. Kirby is an 11 year veteran of Cisco, holding leadership positions in Sales, Marketing and most recently the Quality Organization. Kirby has over 24 years of experience in the Communications Industry, both as a customer, in the Financial Services Sector, as well as a vendor. Kirby was recently acknowledged by 1:1 Magazine as one of their “Customer Champions” for 2007, recognized for the role and impact he has made in Cisco’s customer centered success.
Jack Confrey
Executive Vice President
Citizen Holdings Co., Ltd
Biography:
John “Jack” Confrey is Executive Vice President for Citizen and teaches Selling and Sales Management at the University of California, Riverside. He was Vice President of Sales for Epson during its’ ten-fold growth, and Vice President of Sales for SCM, one of the most successful IPO’s of 1997. He has had Sales responsibility for Fortune 500, SMB, and start-up companies focused on systems, large and small hardware, software, and technology licenses in a variety of industries. Confrey has been published in Selling Power magazine and has authored two books: Practical Selling – No Seminars in Foxholes and Practical Sales Management – Alone in the Field. He has a bachelors’ degree in mechanical engineering from MIT and an MBA from the University of Chicago.
Justin Honaman
Director - Customer Intelligence
Coca-Cola Bottler's Sales & Services
Biography:
Justin Honaman is the Director of Customer Intelligence for Coca-Cola Bottlers’ Sales & Services Customer Business Solutions organization. Justin’s background includes extensive strategic business and technology consulting experience in the areas of customer relationship management, marketing planning and optimization, and customer loyalty and business intelligence. Prior to joining Coke in 2003, Justin completed tenures at the North Highland Company, Epiphany, and Ernst & Young. His primary focus at Coke is on delivering North American customer intelligence solutions spanning all lines of business and routes to market.
As a dedicated community leader, Justin serves as a board member for several Atlanta area business, leadership, and philanthropic organizations; leads fundraising efforts at his alma mater (Georgia Tech), and is involved as an advisory board member of 1-to-1 Magazine and Consumer Goods Magazine. In addition, Justin released his first country music album at the end of 2006. Writing and recording music in Nashville as a hobby, Justin is using his first album to raise money for Children’s Healthcare of Atlanta through the Makin’ Magic Happen Campaign for Kids.
Justin was recognized as a “Top 25 Consumer Goods Industry Visionary / Rising Star” by Consumer Goods magazine in 2006 and was also selected to Coca-Cola Enterprises’ Management Acceleration Program in 2006.
Justin holds an Industrial and Systems Engineering degree from Georgia Tech and a Masters of Business Administration from Auburn University.
John Hagel
Co-Chair - Deloitte Center of Innovation
Deloitte & Touche USA, LLP
Biography:
John Hagel is a prolific author and a leading expert on technology, innovation, and strategy. He currently serves as the Co-Chair of a new center for strategy and technology at Deloitte & Touche USA. LLP. Based in Silicon Valley, the research focused center will be formally launched later this year to explore opportunities for companies to reshape markets through strategic innovation using new technology architectures and organizational forms.
Hagel is a recognized thought leader on the intersection of technology and strategy with nearly 30 years as a management consultant, author, speaker, and entrepreneur. Hagel has helped companies improve their performance by effectively applying information technology to reshape business strategies. He has also held leadership positions at top global consulting firms and served as a senior strategic planning executive for two corporations.
Hagel is the author of a series of best-selling business books, including Net Gain, published in 1997, Net Worth, Out of the Box, and The Only Sustainable Edge. He has won two awards from Harvard Business Review for best articles in that publication and has been recognized as an industry thought leader by a variety of publications and professional service firms.
Hagel holds a BA from Wesleyan University, a B.Phil. from Oxford University, and a JD and MBA from Harvard University.
Tony Hart
Vice President - Online Marketing & Community Experience Management
Electronic Arts, Inc.
Biography:
Tony H. Hart is recognized as a leader in Customer Loyalty Marketing and CRM, and is the Vice President of Community Experience Management for Electronic Arts, the world’s leading video game publisher. In this role, Mr. Hart is responsible for all of EA’s online marketing and CRM initiatives; leading to a more customer- and community-centric approach to developing robust and loyal relationships with customers across 45+ online community sites, through millions of email initiatives, and in offline community and entertainment interactions that support EA Games and EA SPORTS. The Community Experience Management (CEM) Team at EA is focused on turning consumers into customers and eventually fans, by utilizing direct response principles and CRM tools to establish a dialogue and create community experiences that complement the entertainment value of the company’s games.
Prior to joining EA, Hart worked with Carlson Companies to establish the company’s CRM Center of Excellence, working with The Peppers and Rogers Group and Carlson Marketing Worldwide; and served as the Program Director to launch goldpoints plus®, the Guest Loyalty program for Carlson Hotels Worldwide.
Mr. Hart was previously Vice President of Enterprise Customer Relationship Management (CRM) for Best Buy, where he worked with the team that developed and piloted their popular customer loyalty program, RewardZone, while developing and driving the enterprise CRM strategies and customer-centric capability build out across Best Buy.
Hart was also an Executive Strategist at Accenture in the consulting firm’s Customer Relationship Management service line, working with companies across multiple industries to develop customer strategies aimed at building loyalty and brand advocacy. Additionally, he served as Sr. Vice President and Chief Strategist with the WPP Group, plc working with clients of RTC Relationship Marketing to develop and manage relationship marketing programs for numerous consumer packaged-goods and pharmaceutical brands.
Mr. Hart’s expansive business experience also includes strategic planning and management roles at Avon Products, Inc., Fingerhut Corporation and Anthem Blue Cross Blue Shield.
Hart has been an active supporter of the Arthritis Foundation and a member of Direct Marketing Association. A native of East Moline, Ill., Hart graduated from Monmouth College with Bachelor’s Degrees in Business Administration and Government, and received his MBA from Tulane University.
Kim Povirk
General Manager, Sales & Service - Consumer Markets
Embarq Holdings Company, LLC
Biography:
Kim Povirk is the General Manager of Sales and Service for the Embarq Consumer business unit. Embarq is the largest independent telecommunications company in the United States, previously a sister company of Sprint/Nextel. Kim reports to the Vice President of Sales and Service, and is responsible for the administration, design and implementation for all pay for performance plans administered to approximately 3000 Consumer sales agents. She is also responsible for sales operations and strategic reporting used to determine the strategic direction of the sales organization.
Kim joined Embarq in 1986, and recently celebrated her 21st service anniversary with the company. Kim has a wide variety of experience within Embarq, including 6 years in regulatory and forecasting, 3 years in wholesale services and IXC account management, 4 years as a product manager in Marketing, and the past 8 years within the Sales and Service organization.
Kim is married and has two children still at home, ages 15 and 7. She is an avid sports lover, especially when it comes to her children’s activities. Kim recently started training for two triathlons, which will be held this summer.
Kim has a Bachelors of Arts degree from Denison University and a Masters Degree from Indiana Wesleyan.
Jim Hintze
Senior Vice President - Marketing
Fujitsu Network Communications
Biography:
Jim Hintze is senior vice president of marketing at Fujitsu Network Communications. In this role, Jim is responsible for business management, marketing communications, strategic business development, proposals and media/analyst relations.
Jim’s career in telecommunications began in 1989 at AT&T Network Systems (now Alcatel-Lucent) in corporate marketing. In the early 1990s, Jim moved into transmission systems sales to Qwest. Throughout the 1990s, his responsibilities expanded to include all wireline, wireless and professional services as vice president of sales.
Since joining Fujitsu in 1997, Jim has held numerous sales leadership roles including regional sales responsibilities for customers such as AT&T and Qwest as well as North American sales management for the U.S. and Mexico.
Jim holds a Bachelor of Science degree in Marketing from the University of Colorado at Boulder. He has also attended the University of Oxford, England, and is a graduate of the Stanford Graduate School of Business Executive Program.
Kevin Kells
Consumer Goods Industry Development Director
Google, Inc
Biography:
As head of the CPG team at Google, Kevin Kells is responsible for helping brand marketers drive more effective and efficient advertising solutions. His mission is to connect more brand assets to more of the right consumers every day, wherever those consumers may be, by utilizing Google’s vast media platform.
Prior to joining Google, Kevin had close to 15 years experience in the consumer goods space, having managed and grown iconic brands at Unilever (Pond’s), Diageo (Guinness) and most recently Revlon, where he was Vice President of Marketing for Almay Cosmetics. His background also included a stint at Priceline WebHouse Club, the online grocery pricing system, where he was a VP in their Business Development group, working with all the major packaged goods companies.
Kevin holds degrees from Georgetown University and the Kellogg Graduate School of Management at Northwestern. He resides in Connecticut with his wife and three children.
Cyrus Aram
Senior Manager - Strategy & Planning
Hewlett-Packard
Biography:
Cyrus John Aram brings over 15 years of private and public sector experience in the areas of strategy, planning, program, quality and change management. At General Motors (GM), he was responsible for establishing key Business Intelligence and Relationship Management strategies that targeted high-risk case scenarios focused on customer satisfaction outcomes. At Electronic Data Systems (EDS), Mr. Aram led a Decision Support unit responsible for capturing high profile gaps in policy and system audits (for the California DHS) saving in excess of ten million dollars in overpayments and potential fraud. At Vision Service Plan (VSP), Mr. Aram was responsible for the top strategic program (an enterprise CRM deployment) which delivered 23 business functions, closed 78% of business gaps, increased revenue by 13%, and captured $1 million in savings. At Hewlett-Packard (HP), Mr. Aram’s responsibilities have included managing strategy and planning for a $15 billion dollar supply chain division. His current assignment involves helping to lead a PMO aimed at removing significant cost structures and inefficiencies by transforming HP’s current “back office”.
Mr. Aram holds three undergraduate degrees and a Masters of Business Administration (MBA) from the University of California, Davis. He holds certifications in project management [Project Management Professional (PMP)] and Quality Management [Six Sigma Black Belt to be completed in October 2007] and is a member of the Project Management Institute and American Society for Quality.
Ginger Conlon
Editor in Chief
1 to 1 Media
Biography:
A 20-year publishing industry veteran, Ginger Conlon has covered sales, marketing, and customer service strategies and technologies since starting her journalism career. She previously served as the Editor-in-Chief of CRM magazine. Prior to that appointment, she was the Managing Editor, Technology Editor, and Web Supervisor for the award-winning business publication Sales & Marketing Management.
Ginger has also worked as a business book editor for such authors as Jay Conrad Levinson and George Colombo. She began her editorial career covering the business side of the photography industry for such market-leading publications as Photo District News and Photo/Design. Ginger is a graduate of Pennsylvania State University, the Stanford Professional Publishing Course, and the American Business Press / Northwestern University Publishing Management Institute.
Doug Rozen
Vice President - Interactive Marketing
Peppers & Rogers Group
Biography:
Doug Rozen is responsible for developing and leading our firm’s interactive capability across the global landscape. His role is to ensure that innovative ideas lead to a robust exchange of new and expanded services, to better meet present and future client needs. To do this, he will rely on our unquestioned expertise in 1to1 relationship strategies and tactics, coupled with a point of view that defines “interactive” as any and every communication channel that uses technology to create a dialogue. His vision is for our interactive business solution to become a leader in the global marketing industry, and he believes that the only limitation is our capacity to think differently.
Before joining our team this year, Doug had served as Senior Partner and Managing Director at J. Walter Thompson’s RMG Connect since 1999. During his tenure, he established digital@jwt, which led to combining JWT’s digital, direct and data service offerings which ultimately lead to the creation of RMG Connect – one of the largest non-traditional integrated communications agencies in the world. At RMG Connect, Doug was responsible for notable clients such as Unilever, Nestle, Illinois Bureau of Tourism, Kraft Foods, U.S. Marine Corps, Orkin, Western Union, and Dreyer’s.
Doug holds a B.S. degree in Psychology with a Marketing emphasis from the University of Wisconsin-Madison, and was a goalkeeper for the 1995 Division I NCAA National Champion soccer team.
Jim Christen
Vice President - CRM Center of Excellence
SAP
Biography:
Jim Christen has over 15 years experience working with customers to deploy sales optimization, customer care, self-service and channel management solutions. He has developed thirty four industry solution sets that allow executives to see how companies within their industry have deployed advanced customer facing solutions. Each solution set includes key performance indicators, executive dashboards, prioritized business process flows and definitions for specific industry attributes that create a unique competitive advantage. Jim has worked with over 80 companies to redefine their internal sales methodologies and deliver business results training to their field sales organizations.
Jim Christen is SAP’s Vice President of CRM Center of Excellence. In this role, he is responsible for managing SAP’s overall CRM Strategy in North America. The Center of Excellence works closely with customers to understand their requirements and prioritize future roadmap direction with SAP’s Product Technology Group. Prior to SAP, Jim was appointed by Tom Siebel to lead the integration of Siebel Systems into Oracle Corporation. Jim spent five years with Siebel as the Vice President of Industry Solutions and managed the Solution Consulting organization in North America. Previously, he spent six years with Oracle in the CRM Product Development group. Jim helped define the Master Data Management strategies for both Siebel and Oracle. Jim brings a passion for customer strategies that is based on his experience working with over 350 companies to transform their organizations into Best-Run Businesses.
Jim was graduated by Menlo College with a BS in Business Administration.
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