April 18-19, 2006
The Ritz-Carlton,
Half Moon Bay, CA

For more information
please contact us at
(415) 553-4142 or tlsinfo@tlsummits.com

Sponsored By:

Agenda

April 18, 2006

8:00 AM – 8:30 AM
Registration & Breakfast

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8:30 AM
Opening Remarks
Paul Applegate – Co-Founder
Thought Leadership Summits, Inc.

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8:35 AM
Remarks from the Chair

John Ciacchella – Principal, Technology, Media and Telecommunications Practice
Deloitte Consulting LLP

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8:45 AM
Sponsor Keynote
Tom Chavez – CEO, Founder
Rapt Inc.

The Right Product & Price at the Right Time – Successfully Starting the Product Lifecycle

New product introductions are the life blood of growth in segments with rapid product transitions.  In high-technology, for example, products introduced within the prior 18 months often contribute over 50 percent of revenue.  And while mispricing these introductions can have a devastating impact on gross margin, new product pricing decisions are the most uncertain due to lack of data on which to base analysis.  Many pricing failures occur when companies do not recognize that there are, in fact, different types of product introductions and that each distinct type calls for a different pricing strategy and analytical technique to establish price.   This session will discuss how, for the first time, organizations can introduce new products by converting the typical product portfolio uncertainty into knowledge and profit.

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9:30 AM
Carl Everett – Former Senior Vice President
Dell Inc. and Intel Corporation

A Conversation About Pricing Strategies in the High Tech Industry

Moderated by Erik Keller, Wapiti LLC

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10:15 AM – 10:45 AM
Networking Break

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10:45 AM
Chuck Pol - President
BT America

Realizing the Potential of CRM:  Serving your Customers & Gaining Competitive Advantage in the Digital Networked Economy

In today’s connected world, the challenges for businesses are growing in complexity.  Driven by an increased focus on quality of service and customer care, organizations need to transform how they are managing customer relationships and the way they are doing business to ensure they are meeting rising customer expectations in the new “digital networked economy.” 

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11:30 AM
Nikhil Behl – VP, Sales & Support
The HP Home & Home Office Store

Blending Art and Science in Sales

HPshopping.com completely restructured its Sales Center infrastructure over the last year in order to create a competitive advantage in the marketplace.  Our competitive advantage and breakthrough results are due to our dedicated focus on blending the art and the science of sales in everything- our culture, our sales methodology, even the layout/design of our building.  

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12:15 PM – 1:15 PM
Networking Lunch

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1:15 PM
Victor Cho – Vice President, Web Marketing, Web Commerce Group
Intuit Inc.

Putting the Web at the Center of Sales and Marketing

Many companies view the web as simply another marketing channel in their toolkit. This view is too narrow. The Web has fundamentally changed the marketing landscape and how customers interact with and across different marketing and sales channels. Companies need to radically rethink their overall marketing and sales processes in order to truly take advantage of the power of the web. In this section, Victor will discuss how Intuit has started thinking about and attacking this crucial problem.

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2:00 PM
Leandra Yanagawa – Vice President, Worldwide Inside Sales

EMC Corporation

The Inside Sales Advantage

More than ever before, companies today are looking for the ultimate sales model focused on providing the best customer experience at the lowest cost of sale.  This thought provoking session will highlight the main elements of an Inside Sales organization and how apply them effectively to your business.

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2:45 PM – 3:15 PM
Networking Break

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3:15 PM
Jeff Pulver – Chief Marketing Officer
Rearden Commerce

Controlled Chaos – How to Build a Start-Up Brand from Scratch

In this session, Jeff Pulver will discuss how Rearden Commerce, a company that was in stealth mode for 5 years, emerged as one of the hottest technology stories of 2005 and a poster child for Web 2.0.  Pulver will discuss how Rearden, on a bare bones marketing budget, was able to effectively launch the company, secure media coverage in the leading business and technology press, generate demand, secure keynote presentations at many of the leading pundit events, and put a leading edge marketing infrastructure in place to handle future growth.  Pulver, the former head of marketing at both PeopleSoft and Siebel,  will discuss the keys for success in launching and sustaining a great technology brand.

 

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4:00 PM
Panel Discussion

Pricing Strategies and Their Impact on Sales and Marketing Effectiveness

Moderator: Laura Preslan - Leader Pricing & Revenue Management Practice, Deloitte Consulting

Panel members
Leandra Yanagawa – Vice President, Worldwide Inside Sales, EMC Corporation
Victor Cho – Vice President, Web Marketing, Web Commerce Group, Intuit Inc.

Nikhil Behl – VP, Sales & Support, The HP Home & Home Office Store

Xavier Zang – Executive Vice President of Field Operations, Rapt Inc.

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5:00 PM – 6:30 PM
Networking Reception

April 19, 2006

8:00 AM – 8:30 AM
Registration & Breakfast

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8:30 AM
Day Two Remarks
Paul Applegate – Co-Founder
Thought Leadership Summits, Inc.

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8:35 AM
Remarks from the Chair
Xavier Zang – Executive Vice President of Field Operations
Rapt Inc.

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8:45 AM
Sponsor Keynote
Mark Lush - Principal, Customer Practice
Deloitte Consulting

Operationalizing Marketing ROI

As marketing becomes more and more accountable for payback on campaigns, promotions and other programs, CMOs are looking for ways to better manage and measure marketing performance. While it will always be difficult to measure a $1 for $1 return on every investment, Deloitte will discuss its point of view on operationalizing marketing ROI by developing a closed loop marketing process from disciplined portfolio management to planning, execution, to measurement and feedback.  Mark Lush, a Principal within Deloitte Consulting LLP’s Customer Practice will also explore the imperative of remaining focused on acquiring new customers, growing existing key customer segments, while effectively deploying marketing resources.

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9:30 AM
Scott Roller – Senior Director, Web Marketing
Texas Instruments Incorporated

Sales & Marketing - Bringing it All Together

During this discussion Scott will discuss how Texas Instruments converts marketing leads to revenue, a process that involves strong collaboration between the marketing, sales and technical support functions.  This discussion will also detail how TI has managed to bridge the normal gap that exists between sales and marketing to create increased revenue for the company.

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10:15 AM
Erik Keller – Principal
Wapiti, LLC

Price Management: An Early Mover Winner

Price management, which is an integrated process that includes price
execution, analysis and monitoring, is one of the last untapped areas of
corporate advantage. Companies that manage their pricing can increase
revenues by two to five percent.  This presentation by Erik Keller will
examine the different elements of price management and discuss why pricing
and profitability management is a major opportunity today for all companies.
In addition, he will discuss how companies are using this approach to better
their bottom and top lines as well as lay out a methodology for price-management success.

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11:00 A M – 11:30 AM
Networking Break

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11:30 AM
Wendy Bahr – Vice President, U.S. Commercial Channels
Cisco Systems, Inc.

Developing & Executing a Successful Channel Strategy

In today’s High Tech industry, there are many different constituents within a partner community.  Each partner has different needs, and servicing different markets requires different approaches within a single company's partner program.  Wendy Bahr will discuss how to build the foundation for a sustainable channel program and how to execute on that strategy.

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12:15 PM

David Opperthauser – Director, Worldwide Field Operations – Business Standards, Strategy and Technology
BEA Systems, Inc.

Building a Case for SFA Based on Sales Rep Productivity – Then Delivering

Establishing a compelling business case for SFA can be challenging in any organization. Convincing the organization that it will improve Sales Rep productivity can be near impossible. This presentation describes a quantitative approach employed at BEA to justify an SFA overhaul based on Sales Rep productivity. It describes pain points addressed and benefits realized by the broader Sales organization though process standardization, automation of key processes, and introduction of management tools to help drive compliance and data integrity. Highlights of the implementation and lessons learned will also be shared.