Change is often perceived as a risk instead of an opportunity. Even industry leaders are only willing to adjust in increments. So what happens when change is thrust upon all of us? 

Traditional sales and marketing channels are limited and we have no choice but to rethink, improvise, and improve the playbook. Those who embrace new ideas will ultimately be the pace setters and the benefactors in the marketplace.

Hear from a panel of entrepreneurs, founders, and investors who have all taken a leap into the unknown and can share a unique perspective on both recognizing and seizing opportunity.

Recess is a fully integrated virtual fitness platform for instructors and consumers. Recess offers consumers an experience that is built for remote fitness needs including the ability to participate in live group classes in the Recess marketplace. The Marketplace experience, “Netflix meets Airbnb,” emphasizes the power of the community and is supported by unprecedented discoverability and deep personalization through analytics.

• Aligning sales and marketing teams to best leverage ABX
• Understanding the roles of both teams
• Using Bottom-up approach to build the narrative
• Using content in context

Marketers can no longer think like marketers.

Sales can no longer think like sales.

The dynamics of the roles within the go-to-market team are changing and in order to be successful at ABX, you need to adjust for new styles of alignment. Starting with a strong foundation, alignment on the right metrics, and with a little bit of creativity, you can take your ABX strategy to the next level. Gong’s sales and marketing leaders will share the insider tips on how they do this successfully.

There’s often a misconception that webinars are a one-size-fits-all tactic. But the level of engagement and customization that’s required in your ABX strategy makes digital experiences the perfect fit for personalizing across the entire buyer’s journey.

Join Tessa Barron, VP of Marketing at ON24, for a deep dive into the 5-steps for driving your ABX activity with webinars.

In this live strategy session, you’ll learn:

• Where ABX fits in your go-to-market strategy
• How to pick the right vehicle for your ABX activity
• The importance of making webinars a part of your full content strategy
• How webinars can help identify key account opportunities
• How to create highly-personalized and easy to consume content experiences across the funnel

As a company that provides quota-based outsource sales and marketing, MarketStar has worked with some of the most recognizable tech companies in the world. However, getting the attention of their decision makers— VPs, directors, and above— to start that relationship can be challenging. The team set out 18 months ago to uplevel their outreach strategy and build pipeline from the ground up.

To succeed in a newly-remote world, MarketStar needed to stand out in a competitive market. With Sendoso, MarketStar was able to incorporate personal ABM touchpoints with buyers at enterprise accounts, increasing marketing contributed revenue by 333%. 

Sendoso’s Lauren Barraco sits down with MarketStar Senior Manager of Demand Generation and ABM, Amy Wilde to talk through how MarketStar saw a 333% increase in marketing contributed revenue from ABM Programs. Join this session to find out how to:

• Connect through unique remote events that prospects actually want to attend
• Get the first foot in the door with a 1:1 ABM personalization play
• Create impactful experiences that resonate with target accounts to drive further engagement.

The lineup of sending wizards: 

• Maggie Mace, Senior Sending Executive, Sendoso
• David Dember, Enterprise Sales Development, Sendoso
• Katie Pawlik, Executive Sending Specialist, Sendoso
• Richard Phan, Executive Sending Specialist, Sendoso
• Ezzy Flores, Executive Sending Specialist, Sendoso
• Amanda Purcell, Account Executive, Mid-Market, Sendoso
• Paige Jackson, Account Executive, Sendoso
• Ken Malave, Enterprise Account Executive, Sendoso
• Lauren Axworthy, Sr. Account Manager, Sendoso
• Morgan Harris, Onboarding Strategist, Sendoso
• Skylar Hogan-Vansickle, Account Strategist, Sendoso
• Brian Brumme, Customer Success, Manager, Sendoso
• Sarah E. Lowry, Operations Manager & Chaos Wrangler, Sendoso

Join us for a unique discussion between 3 demand gen leaders who started on the same team and then followed three different career paths. How did targeting different personas and working for different brands reshape their go-to-market strategy? Hear their thoughts on the state of demand gen, the evolution of ABM and the challenges of building quality pipeline in a pandemic.

The marketing landscape is very different now than it was pre-pandemic, and will likely look very different post-pandemic. How do we keep our strategy intact as the world around us changes? Join us for a discussion on how to maintain consistency during uncertainty, examples of plan-pivoting, and on future-proofing existing programs.

Sendoso’s Lauren Barraco sits down with Tipalti ABM Manager Peter Tarrant to talk through how Tipalti has closed $2 million with their ABM Programs. Join this session to find out how to:

• Create efficiency between sales and marketing teams to drive ABM initiatives using your tech stack
• Segment and determine your audience using data and engagement tools
• Enable your sales reps to have personalized outreach and messaging to the accounts you care about in order to turn them into opportunities

• The impact of gifting on Customer Success and retention
• Harnessing usage data to identify and celebrate specific customer segments
• How Customer Marketing teams can utilize gifting to generate content  

The best B2B marketing teams are adding an account-centric approach to their traditional Demand Generation efforts. But unlike popular belief, these two motions do not need to be disconnected, expensive, or resource intensive to employ.

Join RollWorks’ Director of Demand Generation, Jodi Cerretani, as she shares 6 tactical ways ABMify your marketing programs by tweaking the approach to traditional channels you likely already have in play.

During this session, you’ll learn:

• 1 commonly overlooked way to increase qualified leads from sponsored content
• 3 easy tactics to increase webinar registrations from target accounts
• 1 digital marketing secret to make SEM more target account focused
• 2 proven hacks to help your SDR team re-engage their targets with direct mail

Building irreplaceable relationships with your target accounts is every sales and marketing person’s dream! Yet so many GTM organizations struggle to successfully build and execute Account-Based “Everything” strategies.  Join the individual who spearhead the ABX engine at Outreach and get a sneak peek into some of their most successful playbooks.

Get the inside scoop on how these experts are adapting their sales approaches to deliver relevant, personalized outreach to their target accounts not just in prospecting but throughout their sales journey from BDRs to AEs and on to customer success.

Join the discussion to learn actionable ways you can:

• Humanize and personalize your sales process with video
• Effectively prospect on LinkedIn with video
• Use personalized video in your cadences to get results

In this talk, newly-minted Sr Manager, Enterprise & Partner Marketing, Jamie Bradley (Ambition) will walk you through how she wrangled leadership across the entire revenue org, broke down operational silos, and established a clear business case for formalizing an ABX go-to-market strategy in only a few weeks.

Kamal Ahluwalia brings extensive experience in creating software categories, scaling businesses and ensuring that customer and partner success drive business success. As Chief Revenue Officer at Apttus, Kamal led the company to market leadership in multiple product categories ahead of Salesforce, Oracle, SAP, IBM, and others. Co-Author of the book “What’s Next for You – The Eightfold Path To Transforming The Way We Hire And Manage Talent”.

Frederik is a Principal at Storm Ventures and a co-founder at BLCK VC. After finishing school, Frederik spent two years as CEO of Stanford Student Enterprises (SSE) with more than one hundred employees and total assets exceeding $18 million – including overseeing Stanford’s accelerator program. Frederik is also a mentor with the East Bay College Fund which works with minority college students coming from underprivileged communities throughout the east bay.

20 years in SaaS, the majority in MarTech. Early employee at Salesforce (first 100) and Eloqua (#13). Former Chief Growth Officer at Marketo. Been through numerous acquisitions, including Oracle ($871 million), Cisco ($270 million), and Adobe ($4.75 billion). Social Selling evangelist. Advisor, Investor, and Board of Directors member at various B2B SaaS companies, including Vidyard, Terminus, Engagio, People.ai, HubSpot, LoopVOC, Folloze, and Affinio. Fund Advisor and Limited Partner at Stage 2 Capital. Love startups, especially category creators. In tech, but not technical. Born Sales, Bred Marketing, Bleed Customer. Passionate about advancing and shining the spotlight on women in tech, sales, and venture capital. After 20 years in the Bay Area, I moved to Charleston, South Carolina.

Sam East is the CRO of Sendoso, the leading Sending Platform (SP). He has more than 20 years of experience in sales leadership. Previously, he served as the Senior Vice President of Sales for Entelo, where he grew revenue from $2M to $22M in just three years. Originally from the U.K, Sam started his US sales leadership career at LoopNet, acquired in 2012 by CoStar Group for $860m.

Jared is an experienced Sales Leader who’s currently managing the Mid-Market SDR team at Gong. He’s helped grow the team from 20 to 50+ and specializes in motivating, coaching and training sales. Aside from being a strong-willed sales professional, he’s also a proud Chico State Wildcat.

Rachel Fukaya is the Senior Director of PR at Walker Sands, an integrated marketing agency for B2B tech brands. Before discovering the exciting and complicated world of tech, Rachel worked as a publicist for Atlantic Records and the Grammy’s, where she dreamed up creative campaigns to connect artists to their fans. Since then, Rachel has led marketing and communications initiatives for companies like Coachella, Bloomscape, Earnest, Techstars and Sendoso.

Rachel recently took up roller skate dancing, enjoys creative instant photography projects, and will always trust The New Yorker to deliver the best new music and cartoon hot takes. A California native, Rachel holds dual degrees in psychology and communications from the University of California, Davis, in addition to a minor in contemporary leadership. She is proud to be a marketing mentor for Backstage Capital, Techstars, and Venture for America.

RaeAnne English is the Sr. Inside Sales Manager at Sendoso who leads the mid-market Sales Development team. She was the 6th hire in Arizona as an SDR where she began to build out the SDR processes before stepping into leadership and continuing to do so even further. She’s passionate about making a positive impact on Sendoso, the SDR organization, and her individual reps.

Sruthi Kumar is the Senior Marketing Manager at Sendoso, the leading Sending Platform. As the first marketing hire, she built the company’s marketing program from the ground up and often shares her insights as a speaker on webinars and at events. She is passionate about creating great in-person and virtual experiences, good content, best practices, and enabling her team to be successful. Sruthi also truly believes in the power of community, she is the co-founder of the Field Marketers FTW Slack community, a member of Revenue Collective, and Women in Revenue. Prior to Sendoso, Sruthi worked at Numerify, [24]7.ai, and Certain.

Dandrew Cruda is a Bay Area native who enjoys playing & watching basketball, snowboarding, eating tons of great food and practicing photography as a hobby. He is also a passionate marketer who strives to optimize the relationship between marketing and sales teams. He is a true believer that success only comes when marketing & sales are aligned, and when marketers wear the hats of part data scientists and part creative.

Lauren Barraco is the Sr. Director of Product Marketing at Sendoso, where she leads the positioning and go-to-market strategies for Sendoso products. With over ten years of experience in product management and product marketing, Lauren spends most of her time working closely with customers and enabling cross-functional teams to share the vision and value of Sendoso.

In addition, Morgan started his own YouTube series, The SDR Chronicles, with more than 100 videos providing SDRs with motivation, advice, and tactics. At only 27, Morgan has been named one of the Top 50 Sales Leaders to follow by LinkedIn, a Top 25 Sales Development Thought Leader by Inside Sales and LinkedIn’s Top Sales Voices of 2018 and 2019. Morgan’s work has been featured in Forbes, Sales Hacker, the Hubspot blog, and the Harvard Business Review.

Kris Rudeegraap is the co-founder and CEO of Sendoso, the leading Sending Platform. Kris has more than a decade of sales experience and has spent time at Talkdesk, Yapstone, and Piqora. During that time, he discovered that creating meaningful engagements through direct mail and gifting was an effective way to drive demand and increase sales—which helped inspire the idea for Sendoso. Kris is a California native and CSU-Chico alum currently residing in the Bay Area.

Prior to Bombora, Cydney ran luxury fashion shows and photoshoots, where she developed an impeccable attention to detail and project management skills. Now Cydney helps make Bombora customers “case-study famous”!

Kate is also the author of Amazon best-selling “Millennial Reboot” – a book designed to help the go-getters of her generation overcome Millennial stereotypes and lead corporations through the digital revolution. A Dayton Flyer, Tennessee Vol, and national champion rower living in Philadelphia, she credits a combination of mentors, educational and athletic opportunities, and tenacity for her success.