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ZILLIANT EUROPEAN SUMMIT
GROW
SMARTER
TM
MUNICH, GERMANY
22-23 APRIL 2015
ZILLIANT EUROPEAN SUMMIT15
GROW SMARTER
Session Details
Wednesday, 22 April
19:00
Welcome Reception at Sheraton München Westpark Hotel Bar Sweet & Sour
20:00
Dinner at Sheraton München Westpark Hotel
Thursday, 23 April
8:30
Registration & Breakfast
9:30
Cramo Transforms its Business with Right Price™
Eric Bengtsson, EVP of Scandinavia, CRAMO
Cramo is one of Europe’s largest machinery and equipment rental service organisations, with
more than 400 branches, and thousands of products and customers across more than 10
countries. Find out how Cramo is transforming its industry using rate optimisation technology and
strengthening relationships with customers through its Right Price™ initiative.
10:00
IMI Precision Engineering Drives Incremental Sales Growth
Paul Umpleby, Global Sales Effectiveness Manager, IMI Precision Engineering
IMI Precision Engineering is a world leader in fluid and motion technologies. Its portfolio covers
approximately 500,000 items, selling to tens of thousands of customers and generating more than
£700 million in annual sales. Learn how the business is using SalesMax to deliver leads that drive
retention and expansion opportunities for current customers to its global sales teams serving the
aftermarket.
10:30
Networking Coffee Break
11:00
The Right Tool to Fuel Smarter Growth
Andy Charlick, Commercial Manager, SIG Roofing
No-one thinks roofing is easy but it’s definitely easier if you know what you’re doing and you’ve got
the right tools. SIG Roofing knows this and is taking no chances. Learn how SIG Roofing is using
the right tool — predictive analytics — to fuel smarter growth in its nearly 200 branches selling
40,000-plus products in a complex marketplace.
Session Details
ZILLIANT EUROPEAN SUMMIT15
GROW SMARTER
Thursday, 23 April
11:30
Roundtable Discussion
Facilitated by Barrett Thompson, General Manager of Pricing Excellence Solutions, Zilliant
As you deploy predictive guidance, your success can ultimately come down to one thing: getting
sales reps to use the guidance. Before reps will use guidance to make better decisions, they need
to trust the guidance and be bought-in to the change. During this roundtable, our panelists from
leading B2B companies who have successfully deployed optimisation solutions and driven
widespread sales rep adoption will share their best practices.
12:15
Lunch
13:15
Zilliant Keynote
Eric Hills, Chief Evangelist & Senior Vice President, Zilliant
Barrett Thompson, General Manager of Pricing Excellence Solutions, Zilliant
Zilliant is poised to deliver the optimisation and predictive analytics companies need to grow
smarter. During this session we will share our vision and roadmap for innovation as we explore the
end-to-end capabilities of the Zilliant Optimisation Platform.
13:45
A Perspective on the Role of Data to Drive Sales Performance
James Day, European Pricing Strategist, Lincoln Electric
For almost the past decade, James has had the opportunity to see and shape how businesses
have evolved through the use of data to drive better sales performance and smarter growth for
companies. James has played an integral role in this data evolution for two large B2B companies.
He will share his experience using data to provide better guidance for sales, especially in the area
of pricing, that drove the businesses he’s worked for to the forefront of their industries.
14:15
Give Sales People the Guidance They Crave
Angelica Barriga, VP of Sales Operations, FleetPride
FleetPride is a distributor of heavy-duty truck and trailer parts with 250,000 active SKUs and more
than 250 branches nationwide. Learn how FleetPride is driving growth by delivering guidance that
tenured salespeople now demand, and enabling new sales people to hit the ground running and
make an immediate impact.
14:45
Conference Wrap-Up & Closing Notes
Phil Anderson
15:00
Networking Coffee Break
15:30
Conference Concludes