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Agenda at a Glance
Monday, May 11
Time
Session information
4:00 p.m. – 8:00 p.m.
Event Registration — Delta Ballroom Foyer
Tuesday, May 12
Time
Session information
7:00 a.m. – 4:30 p.m.
Event Registration — Delta Ballroom Foyer
8:00 a.m. – 11:00 a.m.
SiriusDecisions 101s — Tennessee Ballroom A
8:00 a.m. – 8:35 a.m. B-to-B Alignment: Core Models and Concepts, Mattew Papertsian, SiriusDecisions
8:35 a.m. – 8:45 a.m. Intermission
8:45 a.m. – 9:20 a.m. B-to-B Sales: Core Models and Concepts, Laz Gonzalez, Jim Ninivaggi,
SiriusDecisions
9:20 a.m. – 9:30 a.m. Intermission
9:30 a.m. – 10:05 a.m. The SiriusDecisions Campaign Framework, Craig Moore, Marcia Trask,
SiriusDecisions
10:05 a.m. – 10:15 a.m. Intermission
10:15 a.m. – 10:50 a.m. Measuring Marketing and Sales Impact: The Fundamentals, Ross Graber,
Steve Silver, SiriusDecisions
10:50 a.m. – 11:00 a.m.
Intermission
11:00 a.m. – 12:45 p.m.
Sponsor Case Study Sessions
Check mobile app for specific case study location assignments
12:45 p.m. – 1:30 p.m.
Grab and Go Lunch
1:30 p.m. – 2:30 p.m.
Kick Off Keynotes — Delta Ballroom
1:30 p.m. – 1:45 p.m. Opening Remarks, Tony Jaros, SiriusDecisions
1:45 p.m. – 2:30 p.m. Keynote Speaker, Earvin “Magic” Johnson
2:30 p.m. – 2:45 p.m.
Intermission
2:45 p.m. – 5:30 p.m.
Sponsor Case Study Sessions
Check mobile app for specific case study location assignments
5:30 p.m. – 7:30 p.m.
Welcome Reception in the Marketplace — Ryman Hall C
Wednesday, May 13
Time
Session information
7:45 a.m. – 8:45 a.m.
Breakfast — Presidential and Tennessee Foyer
8:00 a.m. – 8:45 a.m.
Titanium Sponsor Case Study Sessions
Check mobile app for specific case study location assignments
9:00 a.m. – 10:20 a.m.
Keynote Presentations — Delta Ballroom
9:00 a.m. – 9:40 a.m. ROI Award Winner Presentation with FireEye
9:40 a.m. – 10:20 a.m. The Economics of Sales/Marketing/Product Alignment, John Neeson,
SiriusDecisions
10:20 a.m. – 11:05 a.m. Networking Break in the Marketplace — Ryman Hall C
11:05 a.m. – 12:25 p.m. Keynote Presentations — Delta Ballroom
11:05 a.m. – 11:45 a.m. ROI Award Winner Presentation with Hyland, creator of OnBase
11:45 a.m. – 12:25 p.m. The Revenue Ecosystem: Aligning Sales, Marketing and Product to
Outperform, Jay Gaines and Mark Levinson, SiriusDecisions
©SiriusDecisions. All Rights Protected and Reserved.
1
Agenda at a Glance
Wednesday, May 13 continued
Time
Session information
12:25 p.m. – 1:30 p.m.
Networking Lunch in the Marketplace — Ryman Hall C
1:30 p.m. – 2:50 p.m.
Keynote Presentations — Delta Ballroom
1:30 p.m. – 2:10 p.m. Compensation Dictates Behavior and Is Killing B-to-B Alignment, Tony Jaros,
SiriusDecisions
2:10 p.m. - 2:50 p.m. G
rowth Hacking Through B-to-B Technology, Jay Famico, SiriusDecisions
2:50 p.m. – 3:35 p.m.
Networking Break in the Marketplace — Ryman Hall C
3:35 p.m. – 5:00 p.m.
Keynote Presentations — Delta Ballroom
3:35 p.m. – 4:15 p.m. ROI Award Winner Presentation with VMware
4:15 p.m. – 4:55 p.m. The SiriusDecisions Channel Program Model, Laz Gonzalez and
Maria Chien, SiriusDecisions
4:55 p.m. – 5:00 p.m. Closing Remarks, Tony Jaros, SiriusDecisions
5:00 p.m. – 8:00 p.m.
Break
8:00 p.m. – 11:00 p.m.
Second Annual Green Tie Gala
Thursday, May 14
Time
Session information
7:30 a.m. – 8:30 a.m.
Networking Breakfast in the Marketplace — Ryman Hall C
8:30 a.m. – 9:15 a.m.
Keynote Presentations — Delta Ballroom
8:30 a.m. – 8:35 a.m. Welcome and Morning Announcements, Tony Jaros, SiriusDecisions
8:35 a.m. – 9:15 a.m. Demystifying B-to-B Buying for 2015 and Beyond, Marisa Kopec and Jennifer Ross,
SiriusDecisions
9:15 a.m. – 9:30 a.m.
Intermission
9:30 a.m. – 10:10 a.m.
Track Sessions
1: Marketing
Operations/Technology
Presidential C
Tactic Attribution:
Cutting Through the
Hype (Graber)
2: Customer Experience
and Marketing
Presidential B
Recurring Revenue
Models: Marketing’s Role
(Heuer, Behncke)
6: Third-Party Channels
Bayou AB
Partner Experience: What
Suppliers Need to Know (Sissler)
3: Sales
Canal ABC
Sales Generated
Demand: Balance and
Execution (Ninivaggi)
8: Advanced Demand Creation
Presidential D
Demand Center: Stories From
the Front (Ross, Karagianni)
4: Content and
Communications
Presidential A
Calculating the True
Cost of Content
(Provey, Koehler)
9: Foundations of Aligned
Demand Creation
Bayou CD
The SiriusDecisions Demand
Waterfall: Key Concepts
(Horton, Flaherty)
10:10 a.m. –10:55 a.m. Networking Break in the Marketplace — Ryman Hall C
Please note not all tracks are presented during all time slots
©SiriusDecisions. All Rights Protected and Reserved.
2
Agenda at a Glance
Thursday, May 14 continued
Time
Session information
10:55 a.m. – 11:35 a.m.
Track Sessions
1: Marketing
Operations/Technology
Presidential C
Marketing Planning:
Transforming Panic Into
Power (Moore)
2: Customer Experience
and Marketing
Presidential B
Customer Experience:
Its Impact on Intelligent
Growth (Senatore)
6: Third-Party Channels —
Bayou AB
The SiriusDecisions Route-toMarket Framework (Chien,
Singer)
11:35 a.m. – 11:45 a.m.
3: Sales
Canal ABC
Tracking Opportunity
DNA: The AttributeBased Sales Process
(Levinson)
8: Advanced Demand Creation
Presidential D
Beyond Measurement:
Advanced Demand Waterfall Use
Cases (Hekl, Flaherty)
4: Content and
Communications
Presidential A
Messaging Nautilus:
Client Vignettes
(Young)
9: Foundations of Aligned
Demand Creation
Bayou CD
Teleprospecting: The Heart of
Demand Creation (Cunningham)
Intermission
11:45 a.m. – 12:25 p.m. Track Sessions
1: Marketing
Operations/Technology
Presidential C
Marketing Enablement:
The Heart of Skills
Development (Trask,
Jensen)
2: Customer Experience
and Marketing
Presidential B
Account-Based Marketing
and Customer Experience
Programs of the Year
(Nakano)
6: Third-Party Channels
Bayou AB
Channel Programs of the Year
(Contreras)
3: Sales
Canal ABC
Sales Onboarding
Programs of the Year
(Little)
8: Advanced Demand Creation
Presidential D
Event Marketing for Modern
Times (Archer, Cross)
12:25 p.m. –1:30 p.m.
Networking Lunch in the Marketplace — Ryman Hall C
1:30 p.m. – 2:10 p.m.
Track Sessions
1: Marketing
Operations/Technology
Presidential C
Conducting a Marketing
Technology Audit (Bégin)
2: Customer Experience
and Marketing
Presidential B
The Changing Role of the
Customer Community
(Peterson)
7: Product Management
Bayou AB
New Markets: Pricing and
Packaging Approaches (Singer)
2:10 p.m. – 2:20 p.m.
9: Foundations of Aligned
Demand Creation
Bayou CD
Lead Nurturing: Forms and
Best Practices (Papertsian)
3: Sales
Canal ABC
The SiriusDecisions
Sales Technology
Adoption Framework
(Silver)
8: Advanced Demand Creation
Presidential D
Lead Scoring: Next-Generation
Approaches (Cunningham)
4: Content and
Communications
Presidential A
Employee Lifecycle
Marketing: Supporting
Growth From the Inside
Out (Provey, Ogilvie)
5: Portfolio
Marketing
Presidential A
Personas: Now, for
the Operational Part
(McAnally, Donlon)
9: Foundations of Demand
Creation
Bayou CD
B-to-B Pipeline Acceleration:
Fundamentals (Canare, Archer)
Intermission
Please note not all tracks are presented during all time slots
©SiriusDecisions. All Rights Protected and Reserved.
3
Agenda at a Glance
Thursday, May 14 continued
Time
Session information
2:20 p.m. – 3:00 p.m.
Track Sessions
1: Marketing
Operations/Technology
Presidential C
Marketing Measurement
Programs of the Year
(Graber, Donlon)
2: Customer
Experience and
Marketing
Presidential B
Aligning the Buyer
and Customer Journey
(Heuer, Horton)
7: Product Management
Bayou AB
Product Management: The
Next-Generation Toolkit (Stanek,
Lash)
3: Sales
Canal ABC
Activity-Based
Enablement: Helping
Reps How and Where
They Work (Ninivaggi,
Silver)
8: Advanced Demand Creation
Presidential D
Lead Nurturing: Thinking
Outside the (In)box (Cross,
Montesdeoca)
3:00 p.m. –3:45 p.m.
Networking Break in the Marketplace — Ryman Hall C
3:45 p.m. – 4:25 p.m.
Track Sessions
1: Marketing
Operations/Technology
Presidential C
Tactic Attribution:
Cutting Through the
Hype (Graber)
2: Customer
Experience and
Marketing
Presidential B
Account-Based
Marketing and Customer
Experience Programs of
the Year (Nakano)
6: Third-Party Channels
Bayou AB
Channel Programs of the Year
(Contreras)
4:25 p.m. – 4:35 p.m.
Intermission
4:35 p.m. – 5:15 p.m.
Track Sessions
1: Marketing
Operations/Technology
Presidential C
Conducting a Marketing
Technology Audit (Bégin)
2: Customer
Experience and
Marketing
Presidential B
The Changing Role of the
Customer Community
(Peterson)
6: Third-Party Channels
Bayou AB
The SiriusDecisions Route-toMarket Framework (Chien,
Singer)
9: Foundations of Aligned
Demand Creation
Bayou CD
Service-Level Agreements:
The What and the How (Hekl)
3: Sales
Canal ABC
Sales Generated
Demand: Balance and
Execution (Ninivaggi)
8: Advanced Demand Creation
Bayou CD
Demand Center: Stories From
the Front (Ross, Karagianni)
5: Portfolio Marketing
Presidential A
Personas: Now, for
the Operational Part
(McAnally, Donlon)
8: Advanced Demand Creation
Presidential D
Beyond Measurement: Advanced
Demand Waterfall Use Cases
(Hekl, Flaherty)
3: Sales
Canal ABC
Sales Onboarding
Programs of the Year
(Little)
8: Advanced Demand Creation
Bayou CD
Lead Scoring: Next-Generation
Approaches (Cunningham)
5: Portfolio Marketing
Presidential A
The Enhanced
SiriusDecisions PMM
Model: Emerging
Trends and Lessons
Learned (Kopec)
4: Content and
Communications
Presidential A
Calculating the True
Cost of Content
(Provey, Koehler)
8: Advanced Demand Creation
Presidential D
Lead Nurturing: Thinking Outside
the (In)box (Cross, Montesdeoca)
5:15 p.m. – 7:00 p.m.
Break
7:00 p.m. – 11:00 p.m.
Titanium Block Party — Tequila Cowboy Bar & Grill, Downtown Nashville
Please note not all tracks are presented during all time slots
©SiriusDecisions. All Rights Protected and Reserved.
4
Agenda at a Glance
Friday, May 15
Time
Session information
8:30 a.m. – 9:00 a.m.
Networking Breakfast in the Marketplace — Ryman Hall C
9:00 a.m. – 10:25 a.m.
Keynote Presentations — Delta Ballroom
9:00 a.m. – 9:05 a.m. Opening Remarks, Tony Jaros, SiriusDecisions
9:05 a.m. – 9:45 a.m. ROI Award Winner Presentation with Veracode
9:45 a.m. – 10:25 a.m. The Keys to Succeeding With Integrated Solutions, Jeff Lash, SiriusDecisions
10:25 a.m. – 10:55 a.m.
Networking Break in the Marketplace — Ryman Hall C
10:55 a.m. – 12:25 p.m. Keynote Presentations — Delta Ballroom
10:55 a.m. – 11:35 a.m. ROI Award Winner Presentation with GE Healthcare
11:35 a.m. – 12:15 p.m. Building the Digital Organization, Monica Behncke and Gil Canare,
SiriusDecisions
12:15 p.m. – 12:25 p.m. Summit Adjournment/2016 Announcement, Tony Jaros, SiriusDecisions
12:25 p.m.
Grab and Go Lunch
Event concludes
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187 Danbury Road, Wilton, CT 06897
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