Executive Leadership Exchange

The Executive Leadership Exchange is an invitation-only programme for product, marketing and sales leaders. To be approved to attend, applicants must not report into any higher marketing, sales or product executive in their organisation. ELE attendees will also have access to the ELE “lounge” throughout Summit EMEA, so they can connect with their peers in a more casual environment outside of presentations.

Who: B2B Sales, Marketing and Product Executives (who qualify)
Where: Within virtual Summit platform; ELE attendees will be granted access
When: 6 October, 2020 9:00-10:30

ELE Hosts

Meta Karagianni


Meta Karagianni


VP, Research Director, Marketing Executive Services, Europe

Jennifer Ross


Jennifer Ross


VP, Research Director, Marketing Executive Services

Lisa Singer


Lisa Singer


VP, Principal Analyst, Product Management

Phil Harrell


Phil Harrell


VP, Group Director, Sales Executive Services

Agenda

Sessions

9:00 am – 9:10 am

Opening Remarks

9:10 am – 9:30 am

Help Me Help You: What B2B Revenue Engine Leaders Want From Their Peers

The relationships sales, marketing, and product executives have with each other are critical to their individual success and the long-term success of the business. However, few leaders of these functions have full visibility into their peers’ needs. What do the leaders of each function wish the other functional leaders knew? What do they wish their peers would do differently to help them all improve effectiveness? In this session, we will reveal insights from our research about what sales, marketing, and product leaders need from their peers to achieve success. This presentation will provide the following benefits:
• Get candid insights from sales, marketing, and product leaders on what their peers do that hinders the effectiveness of them and their teams
• Learn what to do — and what not to do — to improve your interlock with functional peers and be seen as an effective executive
• Gain insights into the impact improved interlock between revenue engine leaders can have on individuals and business results

9:30 pm – 9:55 am

Product-Leveraged Growth: The SiriusDecisions Perspective

SiriusDecisions defines product-leveraged growth as the alignment between product management, marketing, and sales to leverage the product experience and the product’s demonstrated value to drive growth. Focusing on product-leveraged growth does not mean marketing and sales activities go away. Instead, the key elements of growth — acquisition, retention, upsell, and cross-sell — centre on how the product itself can play the central role. Although not every offering or market is appropriate for a product-leveraged growth strategy, some of the requirements for effective implementation of product-leveraged growth are foundational for offering success. In this session, we will define the key components of product-leveraged growth and provide a framework for identifying where it can be best applied. This presentation will provide the following benefits:
• Learn how the foundational elements of product-leveraged growth play an important role in the success of any offering
• Understand which offerings are the best candidates for a product-leveraged growth strategy
• Learn about an approach for identifying key investments and improvement areas to execute on product-leveraged growth

9:55 am – 10:25 am

Facilitated Discussion

ELE attendees are given the opportunity to connect with their peers in a more casual environment outside of presentations.

10:25 am – 10:30 am

Closing Remarks

All times in British Standard Time (BST).

Summit EMEA · October 6 – 7 · Live Virtual Experience