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:

Featured Presenters:

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

David Opperthauser has over 15 years of Finance and Operations experience with a focus on business process transformation and automation. Mr. Opperthauser began his career as CPA with a Big 5 Accounting Firm working with small and emerging businesses to address their unique challenges. Since then he has worked with a diverse set of companies, as a consultant or an internal change agent, to improve Finance, Sales, Marketing and other business processes. In his current role at BEA, Mr. Opperthauser is challenged with standardizing, streamlining and automating key sales processes including selling methodologies, pipeline management, forecasting, deal structuring and contracting with an overarching goal of improving the productivity and effectiveness of the Sales Organization.

Click for more info regarding Mr. Opperthauser's presentation.

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Chuck Pol
President
BT Americas

Chuck Pol is a telecom and technology industry professional with over 22 years experience in international business. He is currently responsible for BT’s operations in North America, working to expand BT’s capabilities in region, driving strategic development, working closely with BT Infonet and BT Radianz, and forming new supplier and distribution partnerships.  He reports directly to Francois Barrault, President, BT International.

Since taking over the leadership of BT Americas 3 years ago, Chuck has driven significant revenue growth in a challenging market environment showing continuous positive year on year growth.  Recent successes include winning a landmark transformational deal with BMS and securing several major contracts with some of the world’s most notable institutions in an effort to solidify BT’s position as a leader in the IT and networking services space.

Before leading the Americas region, Chuck was based in the UK for five years, where he was director of mobile markets in BT’s Wholesale Services and Solutions division.  During this period, the team won substantial business, including a contract enabling BT mobile markets’ business to show growth of approximately 25 percent. In his 16 years with BT, Chuck has held a number of senior management positions in varying parts of the business, including technology, sales and service.  Before joining BT, Chuck started his career in sales and marketing with ITT in New York.

Chuck serves as a board member for British American Business Inc. and for Project Renewal, a charity benefiting the homeless of New York City. He is a graduate of Belmont Abbey College in North Carolina.

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Wendy Bahr
Vice President, U.S. Commercial Channels
Cisco Systems, Inc.

Wendy leads Cisco's U.S. Commercial Channels organization, responsible for driving Cisco's Commercial strategy. Approximately, 90 percent of Cisco products and services are sold through channel partners. These companies both develop innovative solutions - based on Cisco technology and services - as well as sell Cisco's broad product and services portfolio to customers in the US, extending the reach of Cisco's sales force.

Wendy's team is responsible for developing and implementing strategies and programs that focus on improving overall profitable growth of partners' Cisco business, as well as making it easier for partners to do business with Cisco.

Wendy is a veteran of Cisco's Field organization, where she began in 2000 as an Operations Director of Network Service Providers. She moved into the Federal Enterprise Organization in 2004 as the Operations Director of Federal Civilian Agencies.

Before coming to Cisco, Wendy spent 10 years with Verizon. In her most recent role as Sales Director of the Enterprise Sales Group, Wendy managed a team of sales and engineering resources focused on Fortune 500 companies as well as the State and Local Government sector.

Wendy holds a B.A. in Communications, from Old Dominion University.

Click for more information regarding Mrs. Bahr's presentation.

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Carl Everett
Former Senior Vice President
Dell Inc. and Intel Corporation

During his career at Intel and Dell, Carl sponsored many new start up projects inside the companies and also reached outside to champion corporate venture investments such as Rambus (NASDAQ: RMBS) at Intel, and the Chinese internet portal Sina.com (NASDAQ: SINA) at Dell. Carl enjoys bringing his experience and industry insights to focus on creating business models and launching products that achieve the number one position in the markets they serve. He has been actively involved with Accel portfolio companies in applications software, high end communications and semiconductor technology sectors.

Carl is a member of the Board of Directors at FormFactor (NASDAQ: FORM) a publicly traded company and the leader in advanced silicon wafer probe technology. In addition Carl serves as a Board Member in the following Accel investments: Airgo, the MIMO wireless networking leader, Primarion, a mixed signal semiconductor company leading the adoption of digital power management in the voltage regulation space, Transitive, the innovator of “Rosetta” the dynamic binary translation software freeing applications written in one environment to run in another, and UNM, a silicon valley start up focused in high performance networking and protocol processing.

Carl served as senior vice president of Dell Computer Corporation's Personal Systems Group. He was responsible for worldwide development and marketing of all Dell desktop, workstation and notebook product lines, as well as the strategic technology direction for Dell's award-winning client systems. During his tenure, Dell captured the number one worldwide position in workstations, as well as desktop and notebook personal computers.

Prior to Dell, Carl enjoyed a 20-year career with Intel Corporation leading many of Intel's strategic efforts in setting industry and technology directions. He became an Intel vice president in 1989, overseeing North American sales and later all worldwide sales and marketing organizations. In 1994, he became senior vice president and general manager of Intel's successful Microprocessor Products Group. In that role, Carl oversaw the rapid adoption of Intel's Pentium processor in the marketplace and introduced Intel's P6 technology, the foundation of Intel's product roadmap into the late 1990s.

Carl holds a bachelor's degree in business administration from New Mexico State University.

Click for more information regarding Mr. Everett's presentation.

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Mark Lush
Principal, Customer Practice
Deloitte Consulting LLP

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Leandra Yanagawa
Vice President, Worldwide Inside Sales
EMC Corporation

Leandra Yanagawa is a top-producing Sales Executive with more than 15 years experience in Hardware, Software and Services.  She is currently responsible for EMC’s Software Worldwide Inside Sales team comprised of Sales Development, Inside Sales, Support Renewals and Education Sales.  While at EMC, Leandra has successfully rebuilt a centralized organization dedicated to prospecting, qualifying, closing, and renewing opportunities over the phone representing over $500Mil in annual revenue. EMC Corporation is the world leader in products, services and solutions for information management and storage that help organizations extract the maximum value from their information, at the lowest total cost, across every point in the information lifecycle.

Prior to EMC, Leandra was responsible for retail and international distribution channels as a Sales Director at Handspring, Inc.   While at Handspring, she led a team that successfully launched major national retail/wireless carrier relationships for the Visor/Treo product line.  Key accomplishments include end of life product pricing strategies and product return cap program equaling over $25M in annual cost savings.

Member of Telebusiness Alliance, Women’s Leadership Forum and Women in Technology International. 

 

Click for more information regarding Mrs. Yanagawa's presentation.

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Nikhil Behl
Vice President, Sales & Support
The HP Home & Home Office Store

Nikhil Behl is Vice President of Sales & Support, where he oversees sales & operations of hpshopping.com’s call centers, including the new Boise Sales Center. The sales centers provide hpshopping.com customers with the ability to research and purchase products, get post sales support (returns, exchanges, order status etc.), escalations, email, chat and sales recovery. The sales centers are built on a strong focus of people, culture and operations. Behl’s efforts to expand sales center operations were critical for hpshopping.com this year, as it has experienced significant year-over-year growth and increased customer demand.

Previously, Behl was the Vice President of Strategy and Planning where he was responsible for leading the company's product strategy and development efforts including partnerships and alliances. He led the company-wide planning process and program management office as well as the development of future technology roadmaps, capabilities and customer offerings.

Prior to his planning role, Behl was Director of Sales and Merchandising, where he was responsible for all aspects of sales and merchandising including revenue and profit goals, product mix, positioning, pricing and promotions. In addition, he established relationships with numerous industry-leading partners to enhance hpshopping.com’s product offering. Behl also was instrumental in creating the strategic direction and operations of vertical market initiatives such as employee, academic and affinity purchase programs.

Before joining hpshopping.com, Behl developed e-commerce business models and channel programs to support Hewlett-Packard Company’s North America consumer business.

Behl holds a Bachelor of Science degree in Business Administration from Menlo College in Atherton, California.

Click for more information regarding Mr. Behl's presentation.

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Victor Cho
Vice President, Web Marketing
Intuit Inc.

Victor Cho is Vice President of Web Marketing and Web Commerce for Intuit, where he is responsible for increasing sales through all channels using the Internet. He oversees all elements of the company's Web sales and commerce capabilities, including strategy, marketing, design, development, analysis, and infrastructure.

Before joining Intuit in April 2004, Mr. Cho was Senior Vice President of Strategy and Operations at iVillage.com where he was responsible for multiple business areas including marketing, commerce, and search.

Prior to that, he held multiple marketing positions within Microsoft's consumer products and Internet division, including managing worldwide electronic marketing programs, driving business and market development for new Internet businesses and subscription programs, and more. He is also a technology entrepreneur and continues to advise multiple Internet start-ups.

Mr. Cho earned a bachelor's degree in economics from the Wharton School of Business at the University of Pennsylvania

Click for more information regarding Mr. Cho's presentation.

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Tom Chavez
Founder & CEO
Rapt, Inc.

Tom Chavez has over 15 years of experience in decision analysis and the application of cutting-edge decision and probabilistic technologies to complex commercial problems. Prior to founding Rapt in 1998, he worked in high-tech operations at Sun Microsystems and as a researcher on various DARPA projects at the Rockwell Palo Alto Science Lab. He received an AB in Computer Science and Philosophy from Harvard and a PhD in Engineering-Economic Systems and Operations Research from Stanford University

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Jeff Pulver
Chief Marketing Officer
Rearden Commerce, Inc.

Jeff Pulver is responsible for the global direction of Rearden Commerce’s marketing and brand strategy, corporate communications, and demand generation efforts.

He joined Rearden from Siebel Systems, where he managed the Global Marketing organization. Pulver was responsible for all of Siebel’s outbound marketing functions across the United States, Asia, Latin America, and Europe. In 2004, the Siebel Marketing team received numerous awards, including IDC’s Best Practices Award for Aligning Marketing and Sales and the ITSMA Marketing Excellence Award for Marketing Accountability. Pulver was named one of B2B Magazine’s Top Marketers in December 2004.

Prior to Siebel, Pulver was Executive Vice President of Marketing at E.piphany where he was responsible for Epiphany’s corporate and product marketing functions. Pulver was named one of Technology Marketing Magazine’s "Marketers of the Year" in 2001 for successfully driving Epiphany’s global brand efforts. From 1993 through 2000, he served in a variety of executive positions at PeopleSoft including VP of Marketing, VP of Business Development, and Director of Platform Alliances. During his seven-year tenure, the company grew from $32 million to $1.7 billion in revenues and was named one of the “Best Companies to Work For” by Fortune Magazine. Prior to PeopleSoft, Pulver spent five years in sales and marketing positions at IBM.

A founding board member of the CMO Council, Pulver is a frequent speaker at the CMO Council’s Annual Retreats, the Silicon Valley Branding Council, Software Marketing, and other marketing and technology forums. He is also a founding member of the Rutgers Business School CRM Advisory Board. Pulver holds a BS in Industrial Technology from Cal Poly, San Luis Obispo.

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Scott Roller
Senior Director, Marketing
Texas Instruments Incorporated

Scott Roller has been Managing Director of Internet Marketing for Texas Instruments since April 2003. He is passionate about how technology can create learning relationships with customers to improve TI's level of service. Scott joined TI in 1996 as a DSP applications engineer developing hardware and software platforms for industrial applications. After helping establish a new DSP product line that grew into a $40 million annual business during his tenure, Scott transitioned into Internet marketing. He launched TI’s engineer-to-engineer initiative and transformed TI.com into an industry-leading portal that delivers personalized design support. Later, he established the company’s relationship marketing team to capture and re-use customer activity across multiple channels.

Mr. Roller holds a Masters in electrical engineering from Purdue University (1996) and an MBA from the University of Texas (2001).

Click for more information regarding Mr. Roller's presentation.

 

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Eric Keller
Principal
Wapiti LLC

Erik Keller has been a participant in the information technology industry for over 25 years in a variety of roles and formed Wapiti LLC in January 1999. As principal of Wapiti, he has provided strategic consulting services for dozens of companies seeking advice on enterprise-software business models and technologies. Erik currently consults with venture-capital firms, works with a variety of enterprise software companies on both a project and retainer basis, and key buyers of technology products. In the past he has authored columns for Manufacturing Systems, Managing Automation and other trade magazines. He is currently a columnist for MBT Magazine and is a contributor to a variety of publications and blogs. In the spring of 2004 his book, Technology Paradise Lost, which predicts the future of IT spending in corporations was published.

Before forming Wapiti, Erik was a Research Fellow, Director of Research and Vice President with Gartner Inc. While with Gartner, he managed the enterprise software group, which had over 45 analysts in the areas of front-office, back-office and e-commerce software. With Gartner for more than a decade, Erik has worked with over 1,000 companies worldwide (including many of the Fortune 100) to advise them how to deploy and develop information technology strategies with an emphasis in the manufacturing sector.

As a senior analyst at Gartner, Erik authored many pieces of research that accurately predicted industry trends and events well in advance of their occurrence. For instance, he was the primary analyst that defined ERP (enterprise resource planning) years before it was recognized by the market as one of the big IT trends of the 1990s.

Prior to Gartner Group, Erik worked for a variety of industry trade publications including Manufacturing Week, VAR Business, Computer Systems News and Electronics Magazine. He is a widely quoted industry figure and has spoken at a wide variety of industry events over the last 20 years. Erik graduated from SUNY at Stony Brook with a BE in Engineering Science.

Click for more information regarding Mr. Keller's presentation.

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