Eugene Lemesh – CHRO, Board member, Terrasoft
An expert in the development and implementation of CRM and BPM solutions for marketing, loyalty programs, sales, and client service.
Eugene managed sales teams up to 100 people.
Client portfolio: Rozetka, Citrus, Velika Kyshenya, Head Hunter.
Currently Eugene is engaged in the building of HR-processes in the CIS and Global markets.
Eugene Vyborov. Applications of the AI in the back officeIT Arena
Co-founder & CTO at YayPay. Responsible for YayPay’s product delivery, strategic technology vision, and core product architecture. Performance-oriented engineering executive specializing in building enterprise applications for the financial industry;
Previously, founded and built two technology businesses, A2A and WebiNerds, and was Lead Technical Associate at TechStars Boston in 2016. Passionate about aeroplanes, billiards, travelling, behavioural economics, and machine learning.
Be an Odd Duck: Work on, Not in Your Public Accounting PracticeAggregage
It is possible to run an Accounting Firm and never do tax returns or financial statements! Tom Bowman, Owner of Bowman & Company, CPA, PC shares his journey and 10 step process for going from Technician to Business Owner.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Welcome to the Chief Analytics Officer Forum Europe
On 7th – 9th March 2016, over 80 Chief Analytics Officers and senior analytics leaders met in London for intimate, top-level discussions; dissecting the role of the CAO, exploring innovative case studies and addressing mutual cross-industry challenges. To learn more, visit http://www.caoforumeurope.com/
This event is organised by http://coriniumintelligence.com/
Digital transformation, a roadmap for billion dollar organizationsBen Gilchriest
This study was ranked among the top 5 thought leadership publications of the last decade by Source – a leading market analyst firm for the consulting industry – following a thorough analysis of some 22,000 consulting reports globally. Published in 2011 it provides a detailed definition of Digital Transformation and how to assess your own Digital Maturity.
Digital transformation (DT) – the use of technology to radically improve performance or reach of enterprises – is becoming a hot topic for companies across the globe. Executives in
all industries are using digital advances such as analytics, mobility, social media and smart embedded devices – and improving their use of traditional technologies such as ERP – to change customer relationships, internal processes, and value propositions. Other executives, seeing how fast digital technology disrupted media industries in the past decade, know they need to pay attention to changes in their industries now.
How can senior executives successfully lead digital transformation?
While many experts urge companies to get started on the digital transformation journey, few tell how to do it. In this report we share the findings from a global study of how 157 executives in 50 large traditional companies are managing – and benefiting from – digital transformation. This study describes the elements of successful digital transformation and show how to assess your firm’s digital maturity.
The current climate has affected Industries all across the world. Join our team as we discuss the differences between cost-cutting and cost optimization and why we should be looking to make decisions for long term growth even in a time of crisis. Topics include:
What is cost optimization and how does that differ from cost-cutting?
What are good costs and bad costs?
Which costs should you cut first?
Eugene Vyborov. Applications of the AI in the back officeIT Arena
Co-founder & CTO at YayPay. Responsible for YayPay’s product delivery, strategic technology vision, and core product architecture. Performance-oriented engineering executive specializing in building enterprise applications for the financial industry;
Previously, founded and built two technology businesses, A2A and WebiNerds, and was Lead Technical Associate at TechStars Boston in 2016. Passionate about aeroplanes, billiards, travelling, behavioural economics, and machine learning.
Be an Odd Duck: Work on, Not in Your Public Accounting PracticeAggregage
It is possible to run an Accounting Firm and never do tax returns or financial statements! Tom Bowman, Owner of Bowman & Company, CPA, PC shares his journey and 10 step process for going from Technician to Business Owner.
Customer Acquisition & Monetization - Keys to your Business ModelDavid Skok
Presentation describing how Cost of Customer Acquisition (CAC) and Monetization (LTV) are they key elements to get right for a successful business model. Also describes the latest techniques for reducing CAC, including Inbound Marketing, and the author's own methodology: Building a Sales & Marketing Machine.
Welcome to the Chief Analytics Officer Forum Europe
On 7th – 9th March 2016, over 80 Chief Analytics Officers and senior analytics leaders met in London for intimate, top-level discussions; dissecting the role of the CAO, exploring innovative case studies and addressing mutual cross-industry challenges. To learn more, visit http://www.caoforumeurope.com/
This event is organised by http://coriniumintelligence.com/
Digital transformation, a roadmap for billion dollar organizationsBen Gilchriest
This study was ranked among the top 5 thought leadership publications of the last decade by Source – a leading market analyst firm for the consulting industry – following a thorough analysis of some 22,000 consulting reports globally. Published in 2011 it provides a detailed definition of Digital Transformation and how to assess your own Digital Maturity.
Digital transformation (DT) – the use of technology to radically improve performance or reach of enterprises – is becoming a hot topic for companies across the globe. Executives in
all industries are using digital advances such as analytics, mobility, social media and smart embedded devices – and improving their use of traditional technologies such as ERP – to change customer relationships, internal processes, and value propositions. Other executives, seeing how fast digital technology disrupted media industries in the past decade, know they need to pay attention to changes in their industries now.
How can senior executives successfully lead digital transformation?
While many experts urge companies to get started on the digital transformation journey, few tell how to do it. In this report we share the findings from a global study of how 157 executives in 50 large traditional companies are managing – and benefiting from – digital transformation. This study describes the elements of successful digital transformation and show how to assess your firm’s digital maturity.
The current climate has affected Industries all across the world. Join our team as we discuss the differences between cost-cutting and cost optimization and why we should be looking to make decisions for long term growth even in a time of crisis. Topics include:
What is cost optimization and how does that differ from cost-cutting?
What are good costs and bad costs?
Which costs should you cut first?
Winning in the Age of the Empowered Consumer - Tim Suther, Forrester Marketin...Acxiom Corporation
Guest Executive Forum With Acxiom:
Insight: The New Vision Of Successful Consumer Engagement Strategy
Learn more: http://bit.ly/acxPWPfcxf12
Tim Suther, Chief Marketing Officer and Senior Vice President, Acxiom
Urcil E. Peters, Vice-President, Demand Generation/Customer Intelligence Solutions, Marriott Vacations Worldwide
Today's empowered consumer has virtually unlimited choice and information, creating new engagement patterns. While industry observers agree new strategies are needed, few define the "what" and "how." In this case-study-based discussion, we'll examine the most fundamental element in successful consumer marketing — multidimensional insight. Beyond the overwhelming flow of big data or the narrow focus of today's targeting options, examine how your brand insights can be the genesis to focus on the consumer, not the channel or campaign.
The business environment is changing fast. Change wrought by the pace and complexity of digital adoption and creating fundamental changes in customer behaviour, challenging the traditional environment. Bringing significant opportunities for those who embrace and adapt; but real consequences for those who don’
Revenue Operations centralizes the operational functions of all revenue focused groups across an org such as Marketing, Sales, and Customer Experience. Business Operations take this one step further and encompasses Product and internal operations groups such as Human Resources and Finance.
In this presentation, Joe Gelata reviews both models and how they can help increase alignment and effectiveness of teams across the organization:
- Delivering critical insights and business intelligence from across the business and market.
- Implementing process improvements to gain efficiency.
- Managing and integrating cross-function business technologies and data.
- Enabling employees and partners with knowledge and tools to do their jobs better.
Are you looking to double the size of your company? Have your sales been stalled or even declining for the last year and a half?
Then "Building the Big Sale Factory" may be just what you need to kick start your sales and put you on the path to landing your biggest deal ever!
Hunt Big Sales founder and CEO Tom Searcy has helped companies around the world unlock explosive growth through large-account selling. Check out his presentation to learn how!
Wharton Disruptive Decisions Summit SF 2017Robert Sibo
I had the pleasure to speak at the DD Summit in SF this fall on the topic of building Customer Engagements teams from the ground up leveraging disruptive technologies like Big Data, Machine Learning and the right mix of MarTech platforms.
Pricing is a SaaS company’s most efficient profit lever, but also one of the easiest to screw up. OpenView's Kyle Poyar explains the top 5 pricing mistakes companies make and how to avoid them in your own business.
How to Leverage Recruitment Analytics to Make HiresRecruitics
How to Leverage Recruitment Analytics to Make Hires is a presentation that was given by Recruitics' VP of Marketing and Analytics Julie Cali at TAtech's 2016 Fall conference & expo in Las Vegas, Nevada. The presentation explains how leveraging recruitment data and analytics behind the jobs your advertising online can help you improve these efforts to meet your recruitment goals more quickly and at a lower cost.
About Recruitics:
Recruitics provides recruitment marketing analytics and automation solutions that makes it easy for companies to achieve amazing results from their recruitment advertising efforts. Founded in 2013, Recruitics works with the nation’s largest corporations, staffing agencies, and job boards to drive more applicants to their online job postings, hire great talent, and meet their recruitment goals. Recruitics also partners with many of the leading ATS systems in the US to include iCims, Kenexa, HealthcareSource, and Greenhouse, to provide seamless integration and tracking. The company is headquartered in New York City, NY and is privately owned and operated. You can find Recruitics online at http://recruitics.com/.
Data Natives Cologne v 4.0 | "How People Analytics Can Reveal the Hidden Aspe...Dataconomy Media
We all hear about the power of data, big data and data analysis in todays market place. But rarely feel it's touchable effects on our own business decisions and performance.
Let's dive into it and see how can people analytics increase people performance, motivation and business revenue?
Winning in the Age of the Empowered Consumer - Tim Suther, Forrester Marketin...Acxiom Corporation
Guest Executive Forum With Acxiom:
Insight: The New Vision Of Successful Consumer Engagement Strategy
Learn more: http://bit.ly/acxPWPfcxf12
Tim Suther, Chief Marketing Officer and Senior Vice President, Acxiom
Urcil E. Peters, Vice-President, Demand Generation/Customer Intelligence Solutions, Marriott Vacations Worldwide
Today's empowered consumer has virtually unlimited choice and information, creating new engagement patterns. While industry observers agree new strategies are needed, few define the "what" and "how." In this case-study-based discussion, we'll examine the most fundamental element in successful consumer marketing — multidimensional insight. Beyond the overwhelming flow of big data or the narrow focus of today's targeting options, examine how your brand insights can be the genesis to focus on the consumer, not the channel or campaign.
The business environment is changing fast. Change wrought by the pace and complexity of digital adoption and creating fundamental changes in customer behaviour, challenging the traditional environment. Bringing significant opportunities for those who embrace and adapt; but real consequences for those who don’
Revenue Operations centralizes the operational functions of all revenue focused groups across an org such as Marketing, Sales, and Customer Experience. Business Operations take this one step further and encompasses Product and internal operations groups such as Human Resources and Finance.
In this presentation, Joe Gelata reviews both models and how they can help increase alignment and effectiveness of teams across the organization:
- Delivering critical insights and business intelligence from across the business and market.
- Implementing process improvements to gain efficiency.
- Managing and integrating cross-function business technologies and data.
- Enabling employees and partners with knowledge and tools to do their jobs better.
Are you looking to double the size of your company? Have your sales been stalled or even declining for the last year and a half?
Then "Building the Big Sale Factory" may be just what you need to kick start your sales and put you on the path to landing your biggest deal ever!
Hunt Big Sales founder and CEO Tom Searcy has helped companies around the world unlock explosive growth through large-account selling. Check out his presentation to learn how!
Wharton Disruptive Decisions Summit SF 2017Robert Sibo
I had the pleasure to speak at the DD Summit in SF this fall on the topic of building Customer Engagements teams from the ground up leveraging disruptive technologies like Big Data, Machine Learning and the right mix of MarTech platforms.
Pricing is a SaaS company’s most efficient profit lever, but also one of the easiest to screw up. OpenView's Kyle Poyar explains the top 5 pricing mistakes companies make and how to avoid them in your own business.
How to Leverage Recruitment Analytics to Make HiresRecruitics
How to Leverage Recruitment Analytics to Make Hires is a presentation that was given by Recruitics' VP of Marketing and Analytics Julie Cali at TAtech's 2016 Fall conference & expo in Las Vegas, Nevada. The presentation explains how leveraging recruitment data and analytics behind the jobs your advertising online can help you improve these efforts to meet your recruitment goals more quickly and at a lower cost.
About Recruitics:
Recruitics provides recruitment marketing analytics and automation solutions that makes it easy for companies to achieve amazing results from their recruitment advertising efforts. Founded in 2013, Recruitics works with the nation’s largest corporations, staffing agencies, and job boards to drive more applicants to their online job postings, hire great talent, and meet their recruitment goals. Recruitics also partners with many of the leading ATS systems in the US to include iCims, Kenexa, HealthcareSource, and Greenhouse, to provide seamless integration and tracking. The company is headquartered in New York City, NY and is privately owned and operated. You can find Recruitics online at http://recruitics.com/.
Data Natives Cologne v 4.0 | "How People Analytics Can Reveal the Hidden Aspe...Dataconomy Media
We all hear about the power of data, big data and data analysis in todays market place. But rarely feel it's touchable effects on our own business decisions and performance.
Let's dive into it and see how can people analytics increase people performance, motivation and business revenue?
This workshop takes a realistic view of Account Based Marketing (ABM) and cuts through the hype that often surrounds it. Through the eyes of small and mid-size companies we’ll focus on the key elements necessary to plan and execute a realistic program with a positive ROI.
We’ll have frank discussions on what an ABM program can and can’t do. With so much being claimed, we’ll insert some realism into the equation. Without shiny objects running up the bill with minimal ROI payback, this session will share ways to accomplish the desired goals while staying on a tight budget.
Key topics covered in the workshop will be:
Basic elements of account-based marketing and the recent developments making a buzz
Levels of ABM maturity (so attendees can see where they rank in the ABM readiness index)
Goal setting and revenue-based funnel requirements for target accounts
Target account selection strategies
Prospect data build out strategies
Ideal Customer Profile (ICP) tactical checklist
Intent data cost benefit ramifications to consider
Enroll here: https://dmanc.org/workshop/account-based-marketing-training/
Overcoming the Top 3 SMB Challenges with Marketing AutomationMediacurrent
Mediacurrent was awarded Best Overall SMB by Salesforce. Marketing Director Adam Waid headed to California to speak at Dreamforce 2014 about Mediacurrent's keys to success using Pardot.
Maximize How You Individualize: because the Journey and Outcome Matter Nicholas Kontopoulos
According to research from the Corporate Executive Board, 57% of the buying process is being completed before the first interaction with a sales person.
In recent years, a fundamental sea change has been occurring between buyers and sellers, with the former now ceasing control of the buying process. This paradigm shift has been digitally powered with todays buyers only one touch away from connecting with content or peers that can help guide them on their purchasing journey.
This presentation will explore the challenges that not only lay ahead for todays marketers, but also explore some of the ways in which innovative brands are adapting to this 'New Reality’.
INSIGHTS -> STORIES -> TRUST -> REVENUE -> ROI Your 5-phase, 25-step guide...ruttens.com
Are you & your marketing team #RECESSION-PROOF? How can you protect your 2020 budget? Do you have a ROMI above 300%?... if not, best of luck ;) WATCH my #Revenue & #ROI #marketing #webinar https://buff.ly/2YQK2iY or DOWNLOAD my 25 steps PDF https://buff.ly/2YQK3Dy
Aligning Sales, Marketing, and CS to Scale Revenue and Retention with Showpadsaastr
According to a study from SiriusDecisions, the majority of buyers (81%) today make purchase decisions based on buying experience, over product or price. To meet buyers’ high expectations and manage the challenging sales landscape, companies must involve their entire organization in maturing the sales process- including after prospects sign on the dotted line. This session will outline a practical approach to growing revenue and retention by aligning sales, marketing, and customer success.
Planning your 2020 Digital Marketing BudgetMilestone Inc
Q4 2019 approaches, which means it’s time to start thinking about your 2020 budget. This slide presentation is from a Milestone Inc. webinar discussion about the trends impacting the hotel industry in 2020 and the technologies and strategies that will be critical for digital marketing success in the coming year. Use this as a starting point to build your digital marketing plan for next year.
Getting Started & Accelerating ABM with Drupal & AcquiaAcquia
For B2B marketers, traditional demand gen tactics are becoming less and less effective. Content strategies with undifferentiated content targeted to thousands of leads simply doesn’t work anymore. How can marketers break through the noise?
Account Based Marketing (ABM) has been a strategy favored by large enterprises for years. Through identifying and targeting key accounts, tailoring content, and executing strategies for the specific audiences’, companies that practice ABM see stronger marketing results.
A successful ABM campaign requires a targeted strategy, alignment between sales and marketing, and an integrated martech stack that can deliver personalized content to audiences.
In this webinar we will cover:
- How to get started with ABM the right way — and the tools you need to get the job done
- How integrating ABM platforms with Drupal can result in greater effectiveness with lead generation, increased retention and new market growth
- How personalized experiences with Acquia Lift and other technologies can help strengthen your ABM campaigns
Tackling both the strategic sales and marketing technology aspects of ABM, you'll walk away from this webinar with insights to improve your demand gen campaigns right away.
What's Next: Marketing Maturity & How To Achieve ItOgilvy Consulting
If you work in marketing today, you have very likely been thinking about things like rapid technology evolution, changing customer expectations and a dynamic and disruptive marketplace. Most companies we know are thinking about about Modern Marketing, but fewer are achieving the results they need.
In this webinar, we dive deeper into executing Modern Marketing at scale, and why it is crucial in an age where the stakes are raised for the CMO and the entire marketing function.
SaaS Marketing: Expert Paid Media Tips Backed By $150M In Ad SpendSearch Engine Journal
In the face of growing challenges with customer acquisition, it’s important to know where to focus your ad spend.
Do you know how to optimize for lower customer acquisition costs and pipeline growth that keeps your sales team busy and your CFO happy?
Watch and learn a unique methodology for growth that has driven massive revenue at a lower cost for hundreds of SaaS brands. We’ll dive into case studies backed by real data from over $150 million in SaaS ad spend per year.
You’ll learn:
- Why leveraging first-party data rather than third-party data is key for success.
- Ways to compare channel level performance using the Customer Lifetime Value to Customer Acquisition Cost (LTV:CAC) formula.
- Strategies for growing pipeline revenue that identify and emotionally connect with your exact persona at your ideal account.
With Garrett Mehrguth, co-founder and Chief Executive Officer of Directive, we’ll explore how to use financial modeling using LTV:CAC formulas across your channels for better budget allocation that your CFO will love.
Register and get expert tips and proven strategies for hitting your growth goals next year.
Reshaping ecosystem of digital transformation_IAB Interact 2019_sobieszekKrzysztof Sobieszek
As a digital advertising industry, over the last 20 years we went a very long and successful road of embedding digital media into business landscape. It has provided constant growth to the whole value chain. Now, digitalisation is a must, unquestionably. Moreover, it’s now spreading far behind marketing and advertising. Digital transformation as vast multidimensional and cross-siloed process gained great interest of almost every CEO. Environment and opportunities have therefore changed. Does our business models? Will our successful strategy of developing internet as a medium will still be enough? What’s the actual value digital industry provides? What are our unmonetized assets of different stakeholders? What are the possible scenarios for growth? These are questions I want to address with my presentation.
Today’s marketing leadership is being tasked with creating lasting relationships and loyalty among their customer base.
Yet so much of how we engage with customers and prospects is campaign driven, activating specific actions in a single moment in time.
As the development of a robust and connected customer experience strategy becomes the linchpin to CMO success, the question is now more important than ever: Can loyalty and advocacy be built…and how?
This presentation walks through some of the challenges and considerations CMO need to explore in order to reframe how their brands engages their customers like never before.
Similar to Eugene Lemesh. Team, product, sales & marketing - how to align, plan and execute entering global markets? (20)
Shalini Agarwal, LinkedIn. Engineering excellence: marathon, not a sprintIT Arena
Shalini Agarwal is the Senior Director of Engineering at LinkedIn, responsible for building Sales Intelligence Enterprise product-Sales Navigator. Before this, she was responsible for delivering scalable Search and Data Applications while managing a global team at LinkedIn. Shalini spent nearly a decade at eBay where she shaped buyer experience. She is passionate about building great software and creating opportunities. In addition to her day-to-day role, she is leading LinkedIn’s REACH apprenticeship program since its inception, a program to hire non-traditional talent to LinkedIn’s engineering team.
Speech Overview:
Building good software is difficult, especially when there are competing priorities on craftsmanship and time to market. There is no magic bullet for achieving excellence, it requires focus and continuous improvement to make it sustainable. In this talk, Shalini will share how an engineering team at LinkedIn built world-class technology foundations across availability, product quality, and developer productivity.
Dave Karow, Split. Powering Progressive Delivery With DataIT Arena
Dave has three decades of experience in developer tools, developer communities, and evangelizing sustainable software delivery practices. He has held programming, product management, and product marketing roles at Sun Microsystems, Gupta Technologies, Remedy Software, Marimba, Keynote Systems (Dynatrace), SOASTA, and BlazeMeter. Dave’s current passion is demystifying progressive delivery, especially the ways it enables better outcomes by removing constraints and building-in feedback loops.
Speech Overview:
We build pipelines to automate processes and minimize human toil. Have you applied this same approach to how you expose new features to users and measure the impact? Progressive delivery may be relatively new as a term, but the underlying practices of progressive experimentation (where features are gradually rolled out to users and statistical engines are used to detect impact during the rollout instead of after) are not.
We’ll discuss the layers, and benefits, from the foundation up.
Ihar Mahaniok, Angel Investor. Hunting unicorns for early stage investmentsIT Arena
Ihar has invested in 80+ startups, among them PandaDoc, People.ai, Instacart. He has led engineering organizations in Google, Facebook, and Grid.ai, developing ML products.
Speech Overview:
Ihar will share his angel investment experience and proven approaches of identification unicorns like people.ai and PandaDoc at the early(or seed) stage.
Yuriy Zaremba, AXDRAFT. How to sell your startupIT Arena
One of the top-250 lawyers in Ukraine at the age of 25. At the age of 27 quit well-paid job at a top law firm to start a legal document automation company (AXDRAFT) with his brother. Got accepted into Y Combinator at 28. Raised $1.3 mln seed round in 3 weeks at 29. In 2020, at the age of30 sold AXDRAFT to Onit Inc. for a 16x multiple on revenue
Speech Overview:
A story of how we sold AXDRAFT in 3 months from term sheet to money in the bank and how to get your company ready for exit.
John Griffin, Ford Credit Europe. Normalising failure and making way for succ...IT Arena
John Griffin is currently paving the way for new explorative ways to bring Design to the forefront of the Ford Credit Europe products.
With a background co-founding design consultancies Wolfcub and Pack, he’s spent the last 8 years honing his craft on clients including ASOS, HSBC, Diageo, and Google alongside helping a multitude of start-ups launch their ideas. When John’s not going deep on bringing product ideas to life, you can find him behind the mic podcasting, running the industry event Product Unleashed, or talking about his favorite 80s films to anyone who will listen long enough!
Speech Overview:
Why are we so afraid for our ideas to fail?
Is failure just learning with a bad reputation?
The idea of our ideas failing can not only hold us back from making a start on something but can also leave us in an endless loop of all-talk-no-action.
For teams to truly be successful, failure needs to move from elephant in the room to engrained within your DNA.
Chris Cassarino, SoftServe. Stop Fixating on Fixing – Solving the global enga...IT Arena
Chris Cassarino leads Global Business Enablement for SoftServe. Previously he spend over a decade leading various learning, leader, and organizational development initiatives and is the founder of boutique management consulting firm, Starling North LLC. As a certified strength and ICF accretited coach, Chris brings his passion about strengh-based leadership to his work daily.
Speech Overview:
Recent research shows that only 20% of the global workforce is engaged. As we face this global pandemic, the role of leadership has become more critical to an associate’s performance, morale, and overall well-being. In fact, recent research shows that managers account for up to 70% of the variance in their employee’s engagement. When leaders can help their associate’s leverage their strengths, organizations may see up to a 21% increase in profitability, 17% increase in productivity, and 24% reduction in turnover. This session will give participants an overview of the research with proven concepts and approaches to adopting a strength-based leadership approach.
Michael Labate, Intellias. EDI in the DNA: Why Equity, Diversity and Inclusio...IT Arena
For the past 20 years, Michael Labate has helped organizations drive digital innovation and revenue for a global clientele across industries. From start-ups to Fortune 100 enterprises, Mr. Labate’s approach to developing an environment for success requires that everyone in the company is represented with equal opportunity. Michael Labate presently serves as President of North America at Intellias — a Forbes-ranked #1 Employer for IT Services in Ukraine, and Top Choice for Professionals by EY. Michael has an undergraduate degree in Business from Penn State University and an MBA from Northwestern University’s Kellogg School of Management.
Speech Overview:
Equity, Diversity and Inclusion (ED&I) is more than a policy or special program. Employers that truly adopt and commit to ED&I principals experience greater levels of innovation and creativity, broader access to unique skills, create an environment of success for their people and customers, and drive larger and more sustainable growth for the company.
Intellias’ President of North America, Michael Labate, will share a data-driven approach to why ED&I must be deeply embedded in the corporate culture, and how to start taking actions today to adopt ED&I principles in the workplace.
Beth Anne Katz, Microsoft. How to Product Manage Your Mental HealthIT Arena
Beth Anne “Katzbe” Katz is an award winning mental health advocate and product manager at Microsoft, having worked on Windows, Microsoft Teams, and now, PowerPoint. Outside of work, Beth Anne founded Katzbe Fights Depression, an organization using content creation to combat the mental health stigma. Beth Anne has won awards for her work from the National Alliance on Mental Illness (NAMI) and the Society of Women Engineer. In 2021, Beth Anne was named one of the 100 most influential women in Silicon Valley by the Silicon Valley Business Journal.
Speech Overview:
Mental health is becoming an increasingly critical topic in the workplace, but oftentimes employees don’t know how to navigate mental health needs at work and employers don’t know how to support employees’ mental health. This interactive workshop teaches participants how to self-monitor their mental health state, walks them through creating an individualized mental health action plan in preparation for times of decreased health, and informs employers on how they can create a supportive mental health environment that allows employees to thrive.
Sally Foote, GoCompare & Look After My Bills. Magic Goggles: the tools you ne...IT Arena
Sally is passionate about supporting women in the digital sector and is a former founder of 10 Digital Ladies, a 2000+ community of senior women working in tech. She is a regular speaker at product and tech conferences.
Colleen’s worked with B2B, B2C, and platform products over the last 15 years, including the last 5+ at Airbnb, and has a unique understanding of what is necessary to launch products that resonate with users, and of how to bring those products to market quickly. Colleen also teaches and coaches at both General Assembly and UC Berkeley Executive Education, and is passionate about helping teams use strong product development methodology!
Vasyl Zadvornyy, Prozorro. The Future of Governance: Can a Script Replace the...IT Arena
Vasyl has been working as an IT project manager, IT and operational consultant for 14 years. His specialization includes design, maintenance and optimization of the software process architecture, as well as process implementation monitoring and control. He has spent seven years in the Ukrainian IT-integrator “Incom” and then three years as an internal consultant in Luxoft. From April 2015 he started to participate in Ukrainian reforms as a volunteer by joining the team of the Ministry of Economic Development and Trade. On November 14th, Vasyl started to work at Prozorro as a CEO.
During these almost four years, he managed to reinvent a state enterprise as a sustainable IT company. Prozorro completed system migration from Amazon to Ukrainian data storage, integrated with several government registers, implemented new procurement procedures, developed the first state-owned marketplace Prozorro Market and launched the Bug Bounty program.
Godard Abel is CEO of G2.com, Inc, a business software review website, which he co-founded in 2012. Previously Godard served as CEO of SteelBrick which was acquired by Salesforce in 2016 where he subsequently served as SVP/GM of the SteelBrick business unit until May 2017 when he left to refocus on entrepreneurial adventures. Godard previously co-founded and as CEO built BigMachines into a leading software-as-a-service provider which was acquired by Oracle in 2013. Before entering the technology industry, Godard consulted for McKinsey & Company and advised leading manufacturers in the U.S. and Germany on strategy development and business process improvement. Godard was named to the Tech 50 list by Crain’s Business Chicago in September 2014 and to the Chicago Entrepreneur Hall of Fame in 2011. He earned an MBA from Stanford University and both a B.S. and M.S. in engineering from the Massachusetts Institute of Technology. He is a member of the 2016 Class of Henry Crown Fellows and the Aspen Global Leadership Network at the Aspen Institute.
Speech Overview:
Based on unique insights gained from g2.com software marketplace, exploring trends in the global software industry and how software innovators can overcome the crisis of customer trust.
Zeb Evans, ClickUp. From $0 to $20M ARR in 2 Years: Bootstrapping to Natural ...IT Arena
Zeb Evans is a serial entrepreneur, libertarian, and the Founder & CEO of ClickUp. Zeb grew ClickUp organically through content and product-led growth (spending $0 on marketing).
Mada Seghete, Branch. Mobile Growth TrendsIT Arena
Mada co-founded Branch in 2014, masterminding the community-driven marketing strategy behind the company’s early, explosive success. Today, Branch is the mobile growth platform of choice for over 50,000 apps and 2 billion monthly users around the world, and one of Silicon Valley’s fastest-growing Unicorns. Mada currently leads marketing for Branch, and she remains deeply involved in the company’s global culture initiatives, which have led to several industry awards. Born and raised in Romania, Mada came to the US to study Electrical and Computer Engineering at Cornell University and then earned her Masters of Engineering and MBA from Stanford. Mada enjoys playing the latest viral mobile games, binge-watching the hottest sci-fi shows, and photographing Branch events. Mada regularly speaks about mobile growth at top global tech events, including Web Summit and SaaStr, and she is the host for the How I Grew This podcast series and an instructor for a Growth Strategies course at Stanford Continuing Studies.
Awards:
2016 Linkedin’s Next Wave – 150 top professionals in 15 industries all under 35
2019 Marketers That Matter – Winner in the Building Brand B2B category
Top Women Entrepreneurs In Cloud Innovation 2019 Winner
Speech Overview:
The mobile growth trends you need to know about in 2021 – 2020 have changed our world – from COVID to big platform changes when it comes to mobile technology you have to stay ahead of the curve. This talk explores the mobile marketing landscape and the key trends you need to know.
Julia Petryk, MacPaw. Product PR: a how-to guideIT Arena
Julia Petryk is the Head of PR at MacPaw, a globally acclaimed developer from Ukraine. Julia has 10+ years’ experience in digital marketing and online communications. She currently oversees the MacPaw’s global PR strategy, leads a team of PR practitioners, and maintains the company’s online presence in Western media. Julia is a mentor for tech startups and an author of her own online course “Product PR”.
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Speech Overview:
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We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
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• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
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Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
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Eugene Lemesh. Team, product, sales & marketing - how to align, plan and execute entering global markets?
1. Team, product, sales & marketing –
how to align, plan and execute
entering global markets?
Evgeniy Lemesh
CHRO, Terrasoft
2. THE MISSION of bpm’online
is to help companies
ACCELERATE
Highly recognized by
key industry analysts,
included in
and
of organic growth
Bootstrapped
17
550
employees
500+partners
THOUSANDS
of customers
5around the globe
3. 500+partners
OUR GTM STRATEGY IS FOCUSED ON DIRECT SALES IN KEY REGIONS
(AMERICAS, EMEA, APAC) & EXPANDING A GLOBAL CHANNEL NETWORK
Business growth:
• Depending on the geography, the company is demonstrating
different double digit growth numbers, with the largest growth
rate in the US market.
• Growing customer base in target segment – midsize and large
enterprises.
• Growing the number of implementations
in complex service environments:
Growing partner channel:
• Channel partners generate 49% of revenue
• A new partner is joining bpm’online channel network every single day
• Forming strategic alliances with largest regional SIs
RECENT ACCOMPLISHMENTS AND BUSINESS GROWTH
4. 16 years on CIS market
Growth phase
2003 2013
6 years on Global market
Startup phase
TWO
STORIES
6. OWN EVENTS
PPC
DIRECT MAIL
BANNER NETWORK
SPECIALIZED
ONLINE RESOURCES
TELEMARKETING
RECOMMENDATIONS
CONTENT
MARKETING
EMAIL
MARKETING
SEARCH
ENGINES
PROFESSIONAL
COMMUNITIES
SOCIAL MEDIA
8. Bpm’online has named
a Challenger in the Gartner
Magic Quadrant for Sales
Force Automation, 2017
Bpm’online has been
included in the Gartner
Magic Quadrant for
Intelligent Business
Process Management
Suites, 2017
Bpm’online has been
named a Challenger
in the Gartner Magic
Quadrant for CRM Lead
Management, 2017
Bpm’online has been
included in the Gartner
Magic Quadrant for the
CRM Customer
Engagement Center, 2017
Bpm’online has been included
in the Gartner Magic Quadrant
for Enterprise High-
Productivity Application
Platform as a Service, 2018
ANALYST RECOGNITION
9. Bpm’online named a Strong
Performer in the Forrester
Wave™: Sales Force
Automation Solutions,
2017
Bpm’online named a Strong
Performer in the Forrester
Wave™: Customer Service
Solutions For Midsize
Teams, 2017
Bpm’online named a Strong
Performer in the Forrester
Wave™: Lead-To-Revenue
Management Platform
Vendors, 2016
Bpm’online named
a Leader in the Forrester
Wave™: CRM Suites, 2016
Bpm’online recognized as a
Strong Performer in The
Forrester Wave™: Cloud-
Based Dynamic Case
Management, Q1 2018
ANALYST RECOGNITION
32. Analysis of
successful and
unsuccessful
closures will help
you to define your
ICP
CRAFTING IDEAL CUSTOMER PROFILE
Is your product capable of solving problems for a
broad range of companies, or is it more specialized?
Which category of your clients benefits most from
your unique offering? Why?
What are key parameters of your target customer?
34. Mission/
"We Believe”
Positioning
Statement
Elevator Pitch
Personas
Areas of
Focus/Pillars
Supporting
stories
We believe the right technology can eliminate silos and create more agile companies.
We align marketing, sales, service, & operation using BPM technologies. Unlike other providers, our combination of BPM and CRM delivers
faster faster time to value, better automation, and the power to change fast.
Most organizations lose valuable time and energy arguing over whose version of the truth is right.
We believe the right technology can eliminate silos and create more agile companies.
That's why we designed bpm'online to align marketing sales, service and operations on a single platform, powered by bpm technologies.
This unique combination of BPM and CRM delvers faster time to value, better automation, and the power to change fast.
Dir/VP Sales/Marketing CIO/COO/CEO IT/OPS
Productivity/Efficiency Process/Alignment System Speed/Flexibility
Data/Facts
MESSAGING FRAMEWORK
38. Setting up the stage
Pain points discovery
Business model understanding
Key people/connections discovery
Buying criteria and process clarification
Demo requirements collection
Roadmap with next steps
LEVEL 1 PAIN — Technical Issues
LEVEL 2 PAIN — The Business-Financial Impact
LEVEL 3 PAIN — Personal Interest
EXAMPLE OF A SALES TOOL – DM MAP
39. Describes how your sales people generate value
Outlined in your sales playbook
Essential part of your sales training and enablement program
Being used constantly on pipeline reviews and workshops
Visualized and branded
Has its own terminology
Automated in your CRM (preferably using DCM approach)
Can be transferred from peer to peer
YOU HAVE A WORKING SALES PROCESS IF IT…
45. BANT Opportunities created
SQL supplied
Meetings Scheduled vs Meeting Conducted
Revenue amount
Proposals presented
Closures (SQL to Deal, BANT to Deal)
Booking amount
SALES CONVERSIONS
46. SQL vs BANT Opportunities pipelines
Overall pipeline volume
Weighted pipeline volume
Closures (SQL to Deal, BANT to Deal)
Reasons of unsuccessful closures
Sales cycle (in pipeline) – young vs old deals
Win rate
PIPELINE ANALYSIS
48. Quick coordination of team work
Status update on key deals
Useful information exchange
Stand Up
Leads progress
Opportunities analysis
Key deals and tactics
Conversions
Pipeline review Workshop
Company news and updates
Sharing of best practices
Win/Loss analysis
Sales Enablement materials
Dealstorms
Individual/Team
2 times per week
15 minutes
Individual
(one-on-one)
Once a week
30 – 60 minutes
Team
Twice a month
60-90 minutes
MEETINGS TYPES AND FREQUENCY
49. 1
Regular
(You know it will
happen…)
2
Planned in advance
(You know when will it
happen…)
3
Defined agenda
(You know what to
expect and how to get
prepared…)
4
Action-focused
(You know what you
will need to do after
it…)
REPEATABLE FLOW
57. By 2024, low-code platform
development will be responsible for
more than 65% of application
development activity
58. Our strategy – evolution of
bpm’online studio into a sophisticated
low-code, no-code platform
to manage a complete lifecycle of an application — from requirements
gathering to delivering and scaling a ready-to-use application
59. Accelerate change
with agile low-code platform
Accelerate alignment with
cross-functional orchestration
Accelerate adoption with
intelligence and user-friendly UX
Accelerate implementation
using out-of-the-box capabilities
ACCELERATING BUSINESS TRANSFORMATION CYCLE
Alignment Adoption
Change Implementation
61. FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
ФЕЙЛ
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UPFUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
FUCK UP
62. HORRIFYING STATS
You spend to hire
a single employee
2 – 24
weeks
Companys spend thousands of dollars just
to recruit and adopt a single employee
Indirect loses caused by lack of employees
inefficient business functions are countless
75 – 455 hours spent to hire, onboard
and adopt a single employee
$
65. HOW TO SELECT RIGHT CANDIDATE
1. Biography
interview
2. Case
4. Competency
based interview
3. Test
5. Referrals
Editor's Notes
Нужно через картинки передать информацию, что работает и что нет. Не работает: телемаркетинг, директ мейл, PPC,мероприятия ,баннерные сети .Работает: рекомендации, контент-маркетинг, социальные сети, специализированные онлайн ресурсы, e-mail маркетинг, поисковики, профессиональные сообщества.
Обновить контент и подачу слайда – этот совпадает по подаче с прошлогодним.
Давай дамо такі матеріали з відповідними віжуалами і скоротимо до одного слайду з новою подачею:
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HOW MARTECH EMPOWERS MARKETERS TO ACHIEVE HIGHER ROI
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https://www.bpmonline.com/4-CRM-trends-to-accelerate-transformation-2018
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5 GOLDEN RULES OF SUCCESSFUL SELLING
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ESSENTIAL STATS THAT EVERY SAVVY MARKETER SHOULD MEASURE IN 2017
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