Welcome to exceed
An exclusive community of sales visionaries who are inspired to learn, teach, and shape the future.
Thank you to all who joined us on
May 4 & 5 2016
Levi's Stadium  •  Santa Clara, CA

Thank you! Your submission has been received!

Oops! Something went wrong while submitting the form

Why You Should Join EXCEED
Connect • Educate • Inspire
With the rise of data in the enterprise, Sales Operations has changed dramatically.

You’re using data to inform where sales should spend their time, which customers they should contact, what deals are at risk, and if will we make our number.

You’re no longer an unsung hero. You’re a strategic ally to executives.

That's why we created EXCEED — an exclusive event for visionary sales leaders.

EXCEED is not about dull presentations or vendors hawking products.

It’s about you and your peers sharing your best ideas and inventing the future.
Join EXCEED!
Speakers & guests
Wednesday, May 4th
San Francisco 49ers
4-time Super Bowl Champion
10-time NFL Pro Bowler
Roger Craig
San Francisco 49ers
3-time Super Bowl Champion
4-time NFL Pro Bowler
Brent Jones
San Francisco 49ers
3-time Super Bowl Champion
4-time NFL Pro Bowler
Roger Craig
Ronnie Lott
San Francisco 49ers
4-time Super Bowl Champion
10-time NFL Pro Bowler
Roger Craig
San Francisco 49ers
3-time Super Bowl Champion
4-time NFL Pro Bowler
Brent Jones
San Francisco 49ers
3-time Super Bowl Champion
4-time NFL Pro Bowler

Thursday, May 5th
San Francisco 49ers
4-time Super Bowl Champion
10-time NFL Pro Bowler
Roger Craig
San Francisco 49ers
3-time Super Bowl Champion
4-time NFL Pro Bowler
Brent Jones
San Francisco 49ers
3-time Super Bowl Champion
4-time NFL Pro Bowler
Carl Eschenbach
Former President & Chief Operating Officer
Former EVP of WW Field Operations
VMware
Steve Silver
SiriusDecisions
Research Director
Sales Operations Strategies
Jason Jordan
Vantage Point Performance
Sales Management Expert and Author
"Cracking the Sales Management Code"
John Kaplan
Former SVP of Intl. Sales Operations, PTC
Managing Partner
Force Management/GrowthPlay
Steve Silver
SiriusDecisions
Research Director
Sales Operations Strategies
Jason Jordan
Vantage Point Performance
Sales Management Expert and Author
"Cracking the Sales Management Code"
join exceed leaders

This is not your typical sales conference. EXCEED is all about you and your colleagues sharing your best ideas and inventing the future of your profession. When you come to EXCEED, you'll trade ideas and lessons with the best of the best. When you leave, you'll be armed to take your sales team into a new, data-driven era. And you'll have the support of a new network of colleagues you'll know you can trust because you'll have seen them in action.

Adam Gerlinger
Sr. Director, Sales Operations

Nimble Storage

Adam Gerlinger
Sr. Director, Sales Operations
Allen Kobayashi
Sr. Director, Sales Operations

Medallia

Allen Kobayashi
Sr. Director, Sales Operations
Ann Neir
Head of Global Sales Operations

Glassdoor

Ann Neir
Head of Global Sales Operations
Ari Klionsky
VP, Sales Operations

Five9

Ari Klionsky
VP, Sales Operations
Chris Klapprott
VP, WW Sales Operations

Aruba Networks

Chris Klapprott
VP, WW Sales Operations
David Monty
VP, Sales Operations

SMS Systems Maintenance

David Monty
VP, Sales Operations
Debra Estrada
Sr. Director, Global Sales Operations

Gigamon

Debra Estrada
Sr. Director, Global Sales Operations
Doug Landis
VP, Sales Productivity

Box

Doug Landis
VP, Sales Productivity
Eddie Mello
Sr. Director, GTM Operations

Juniper Networks

Eddie Mello
Sr. Director, GTM Operations
Jeff McKittrick
Director, Sales Enablement

Cisco Systems

Jeff McKittrick
Director, Sales Enablement
Juan Galvis
Americas Sales Operations

Palo Alto Networks

Juan Galvis
Americas Sales Operations
Lindsey Nelson
VP, Sales Productivity

Careerbuilder

Lindsey Nelson
VP, Sales Productivity
Matt Cantando
Sr. Director, Sales Operations

Opower

Matt Cantando
Sr. Director, Sales Operations
Michael French
Director, WW Sales Operations

MobileIron

Michael French
Director, WW Sales Operations
Michelle Reynaud
VP, WW Sales Operations

Blue Coat

Michelle Reynaud
VP, WW Sales Operations
Neil Sheth
VP Sales Strategy and Operations

App Annie

Neil Sheth
VP Sales Strategy and Operations
Patrick Piwowarczyk
Sr. Director, GTM Capabilities

Cisco Systems

Patrick Piwowarczyk
Sr. Director, GTM Capabilities
Rickie Goyal
Sr. Director, WW Sales Operations

Nutanix

Rickie Goyal
Sr. Director, WW Sales Operations
Ron Totah
Sr. Director of Global Sales Enablement

Tintri

Ron Totah
Sr. Director of Global Sales Enablement
Stephanie Sahr
Director of Global Sales Operations

Digital Guardian

Stephanie Sahr
Director of Global Sales Operations
Agenda

EXCEED’s unique format is a hands-on learning and sharing event driven by sales leaders. You'll spend the majority of time in small roundtable sessions discussing topics like:

  • How to leverage data beyond CRM to drive a more accurate forecast.
  • How machine learning can identify areas of risk in your pipeline.
  • How to use activity analytics to highlight customer engagement and sales team effectiveness.
  • How to build an action plan for becoming a data-driven sales organization.

You'll be immersed in networking with your peers — sharing ideas and learning from one another. When you leave, you'll have an action plan to take back to your sales team.

You'll also have fun hearing stories on leadership from San Francisco 49ers legends Ronnie Lott, Roger Craig, and Brent Jones. There will be plenty of great food and drinks at an amazing venue — Levi's Stadium, home of this year's Super Bowl 50. You don't want to miss this.

  • Breakfast

    7:30 - 9:00 AM
     1.5 hours
  • 9:00 - 9:15 AM

    Welcome

    Opening with Clari CEO, Andy Byrne
  • 9:15 - 10:00 AM

    The Debate - Drivers of Change for Sales Operations

    Steve Silver, SiriusDecisions and Somrat Niyogi, Clari.
    Over the past decade, sales operations has evolved from a largely tactical function focused on measurement, reporting, data management, process and systems management, to a function that informs and enables sales strategy and technology capabilities, drives change and supports strategic growth objectives. New capabilities for sales ops include the ability to apply analytical insights to drive better decision making, articulate and execute a technology strategy, drive workforce planning initiatives, and proactively plan and manage growth. In this session, we will discuss SiriusDecisions research that explores the drivers of change, the current state and the future state of the sales operations function..
  • 10:00 - 12:00 PM

    Breakout Sessions

    Increasing Sales Productivity With Data
    As sales moves toward more challenger and consultative-type sales it becomes more essential that sales people develop themselves. Sales has long since moved away from a transactional approach – that’s what e-commerce is for. Sales people need to be constantly tuning their skills.

    Sales operations plays a key role. Not simply in implementing programs to support sales excellence. But also in selecting and adjusting approaches based on what supports your sales strategy.

    This session is about different sales methodologies, tools, processes - what's working, what's not working and how can sales ops be a revenue driver.
    The Role of Sales Ops in Driving Sales Strategy
    There’s a common misunderstanding that sales operations is purely about the tactical. It’s not. Yes, there are many programs and actions that are run by sales ops.  If the overarching aim of sales operations is to reduce friction in the sales process, then we realize that sales operations is a strategic function.

    In a role where you are a sales teams’ day-to-day point person filling gaps and responding to needs, how can you also get the eye of senior leadership to help them understand not only the importance of sales operations to sales reps, but that sales operations should have exec level visibility and access to ensure success in the future?

    In this session, we will explore ways sales ops can be more strategic with sales leaders and the future of sales ops.
    Turning Forecasting from Chore to Competitive Advantage
    Forecasting is hard. Really hard. In the old world, forecasting was a complicated process that could only be managed by a handful of people in sales ops.  And it required following processes, capturing data, crunching numbers and coming to an internal agreement on measurements. In this newer age of data-driven selling, however, it's quickly evolving as a means of enforcing accountability and ensuring that all salespeople are constantly driving to their goals. Leaving gut instincts behind, forecasting needs to be an end-to-end process that accounts for historical trends, linearity, coverage ratios, and more - all to help optimize the sales process and drive more revenue for the company.

    This roundtable session is all about rolling up your sleeves to help usher in a new age of data-driven forecasting. Get ready to talk through your own processes and learn how your peers overcome their own challenges.
  • 12:00 - 1:15 PM

    Lunch

    1.5 hours
  • 1:30 - 4:15 PM

    Breakout Sessions Continue

    Increasing Sales Productivity With Data
    See description above.
    The Role of Sales Ops in Driving Sales Strategy
    See description above.
    Turning Forecasting from Chore to Competitive Advantage
    See description above.
    Fireside with Carl Eschenbach - Former President & COO of VMware
    Carl will join the EXCEED community for a fireside chat on the strategic partnership of Sales and Sales Ops. He'll highlight the path to greatness for Sales Ops leaders, the future of the profession, and the importance of a diverse, balanced team. Have your questions ready for an open Q&A.
    Jason Jordan - Sales Management and CRM: A Match Made in Heaven or Hell?
    Sales metrics have been around for over a century, but what have they given us? Better sales management? Better salespeople? Better sales results?  Maybe. Join researcher and author Jason Jordan as he shares insights from his ground-breaking research that reveals how world-class sales forces use sales metrics to proactively drive performance. Learn which metrics are the most important, which are management red herrings, and which are downright useless.
    John Kaplan - Scaling a High Performing Sales Organization
    Learn common blockers to scaling high performing sales organizations and achieve higher revenue growth. Veteran sales leadership consultant and executive, John Kaplan, Managing Director and Co-Founder of GrowthPlay will discuss how to remove these blockers by examining the connectivity between the inability to forecast sales accurately, inconsistent customer engagement models, high-turn over, no repeatable sales team operating rhythm, and sales messages that do not resonate with the customer.
  • 4:15 - 4:30 PM

    Close

    Wrap up the day with a quick summary on what you've learned and your action plan to take back to your sales team.
  • 5:00 - 8:30 PM

    EXCEED Dinner

    Join your new network of colleagues at a casual and fun appreciation dinner at Michael Mina (Bourbon Steak & Pub). Sponsored by Xactly and Outreach.io.
location
Levi's® Stadium
Santa Clara, California

Home of NFL's Super Bowl 50 in February 2016, the San Francisco 49ers, and one of the premier sports and entertainment venues in the world. Located in the heart of Silicon Valley, no stadium is more high-tech than Levi's, and it was officially recognized as "Sports Facility of the Year" by Sports Business Journal in May 2015. We're honored to host our inaugural event at this incredible facility.

what people are saying
"At any moment's notice, my team and I need to be able to dissect and manipulate data so that our leadership team can make better business decisions. That's why I'm excited to participate in the new EXCEED community and exclusive event devoted to our profession. Working together — as a community — we're going to define the future of sales."
— Jeff McKittrick, Director of Digital Sales Platforms at Cisco Systems

"CRM technology has improved dramatically over the last 15 years, but our business practices haven’t. I'm thrilled to participate at EXCEED and dig into the intersections between CRM technology and sales management practices to reveal how world-class sales teams use metrics to drive performance."
— Jason Jordan, author of Cracking The Sales Management Code

"Sales teams are looking for our help on how to make data easy to understand, make it relevant, and make it actionable. Sales Operations is now a strategic ally to the entire sales organization. I am excited to attend EXCEED and work with my peers to determine the sales processes and strategies to design the future of sales."
— Chris Klapprott, VP of WW Sales and Operations, Aruba Networks

"Over the past decade, sales operations has evolved into a function that informs and enables sales strategy and technology capabilities, drives change and supports strategic growth objectives. I’m excited about the opportunity at EXCEED to explore the drivers of change, as well as the current and future states of the sales operations function."
— Steve Silver, Research Director, SiriusDecisions
Sponsors

Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We address a critical business need: To incentivize employees and align their behaviors with company goals. Our products allow organizations to make more strategic decisions, increase employee performance, improve margins, and mitigate risk. Our core values are key to our success, and each day we’re committed to upholding them by delivering the best we can to our customers. Learn more at: www.xactly.com.
Outreach makes enterprise sales teams more efficient and effective by optimizing their engagement process. A unified platform with an intuitive interface helps sales representatives communicate more effectively through any channel, and helps managers with the tools to monitor and improve their team’s performance. And a true bidirectional sync with Salesforce allows you to operate seamlessly and maintain your CRM as the single source of truth. Learn more at: www.outreach.io.
Gainsight helps businesses grow faster by reducing churn, increasing upsell, and driving customer advocacy. Gainsight's product helps you touch customers effectively, track customer health consistently and transform the way your company orients around the customer. Gainsight provides a 360° view of customers and drives retention across Customer Success, sales, marketing, executive and product management. Learn how leading companies use Gainsight to help their customers succeed at www.gainsight.com.
Podcasts
Podcasts:
Eddie Mello, Sr. Director GTM Operations at Juniper Networks
December 30, 2015
WATCH EPISODE
Doug Landis, VP of Sales Productivity at Box
January 6, 2016
WATCH EPISODE
contact us

The inaugural EXCEE 2016 event has concluded. Contact us to learn more about the EXCEED community of Sales Operations professionals and for information on upcoming events.

First Name
Last Name
Company
Title
Email Address

Thanks for your request! We'll review your submission and be in touch soon.

Oops! Something went wrong while submitting the form