SMART Showcase San Francisco Museum of Modern Art September 21, 2022 11:00 am – 1:00 pm PT (Doors open at 10:30 am) Curate a SMARTer GTM Masterpiece Looking for a break from the hustle and bustle of Dreamforce? Join us for SMART Showcase, with content aimed to elevate your go-to-market (GTM) strategy. SMART = Sales + Marketing Accelerating Revenue Together! And who doesn’t want to do that? While you’re there, peruse the collection at San Francisco’s Museum of Modern Art. You just may find inspiration for your own GTM masterpiece We’d love to connect with you there! Sign me up! Here is what you can expect from SMART Showcase Network with your peers and speak to experienced ABM practitioners who will offer expert advice and inside info on achieving SMARTer GTM Hear from industry experts, sharing cutting-edge content Learn from specific customer-led use cases presented by sales and marketing executives Wrap things up with a stroll through one of the country’s largest collections of modern and contemporary art Speakers Vikram Nair Director, Strategic Alliances Equilar Vikram Nair Director, Strategic Alliances Equilar Vikram (Vik) is the Director of Strategic Alliances at Equilar and is responsible for leading global partnerships and alliances. Prior to joining Equilar, he served as a Manager at GEICO responsible for leading various teams across Marketing, Sales and Analytics. Previously, he held Managerial roles with the City of New York. Since 2010, Vik has served as a leader for a variety of organizations leading initiatives in partnerships, technology operations, marketing, corporate strategy and building high-performing teams. Vik also volunteers as a mentor at StreetWise Partners, an organization dedicated to assisting individuals from overlooked and under-resourced communities to provide them with the skills and resources to secure and maintain employment. Vik earned his M.B.A. in Finance from St. John’s University, an MPhil in Quantitative Research and Management from Walden University, a Bachelor of Science in Marketing from the State University of New York and is currently a PhD in Management candidate at Walden University. Paul Santos ABM Manager VMware Paul Santos ABM Manager VMware Paul Santos is a Bay Area native living in Morgan Hill, CA with his wife, 3 year old daughter and a slightly oversized Corgi. He has spent the last few years at VMware Tanzu, ramping up their Account Based Marketing efforts. Prior to VMware, Paul spent 6 years in several campaign/field marketing roles at Pivotal Software. He enjoys the outdoors and tries to spend as much time as possible away from screens. He has to mention that coffee plus pastries is everything. John Jensen Sr. Director, Enterprise + Strategic Inside Sales Gong John Jensen Sr. Director, Enterprise + Strategic Inside Sales Gong John Jensen has spent his entire 31-year career in tech sales on the services and software fronts, with a focus on data analytics. He has created, led and resurrected teams in both startups and established companies. He has benefited from the incredible mentorship of so many and is currently on a mission to pay it forward. John considers himself lucky enough to have been placed in a leadership role early in his career. Throughout his career, he has intentionally moved between individual contributor and leadership roles to stay sharp and relevant to an ever-changing landscape of selling. He currently serves as senior director of all upmarket inside sales at Gong, helping to lead and mold a new generation of customer and problem focused sellers vs. robot "pitchers." Allison Metcalfe Chief Revenue Officer Demandbase Allison Metcalfe Chief Revenue Officer Demandbase Allison Metcalfe is the Chief Revenue Officer for Demandbase. In her role, Metcalfe is responsible for leading Demandbase’s revenue operations. Metcalfe joined Demandbase after a successful tenure at LiveRamp, where she was responsible for building successful business lines and high-performing teams, including LiveRamp TV, the company’s multi-million dollar TV advertising division. Earlier in her career, Metcalfe was a Director of Customer Success at Demandbase. Furthermore, Metcalfe has held customer success roles at Salesforce (Data.com) and Equilar. Metcalfe holds a Bachelor of Arts degree in Journalism and Sociology from the University of St. Thomas in St. Paul, Minnesota. Jon Miller Chief Marketing Officer Demandbase Jon Miller Chief Marketing Officer Demandbase Jon Miller is the Chief Marketing Officer of Demandbase. In his role, Miller is responsible for driving Demandbase’s account-based go-to-market and evangelizing its mission of transforming how B2B companies market and sell. Miller has a long history of establishing and leading some of the most notable marketing technology companies. Most recently, Miller was the co-founder and CEO of Engagio, the leading Account-Based Orchestration Platform. Earlier, Miller co-founded and held the position of Chief Marketing Officer for Marketo (acquired by Adobe). He is recognized as one of the most influential executives in the marketing technology industry. Miller holds a bachelor’s degree in physics from Harvard College and has an MBA from the Stanford Graduate School of Business. Jackie Palmer VP, Product Marketing Demandbase Jackie Palmer VP, Product Marketing Demandbase Jackie Palmer is the VP, Product Marketing for Demandbase. In her role, Palmer is responsible for go-to-market initiatives and product strategy for the company's solutions. Palmer joins Demandbase from Conga (formerly Apttus) where she led product marketing for their portfolio of Quote-to-Cash products. Prior to Conga, Jackie was at SAP where she was a Global VP of Strategy and Solution Management with responsibility for the vision, strategy and go to market for the SAP Marketing Cloud. Before SAP, she served in a variety of product marketing and product management leadership roles at Teradata, Infor, Epiphany and Accenture. Palmer holds degrees in Math and Economics from Northwestern University. SMART Showcase Agenda 10:30 AM – 11:00 AM Registration, Networking and Breakfast 11:00 AM – 11:05 AM Welcome Jackie Palmer, Demandbase, VP, Product Marketing 11:05 AM – 11:30 AM Turning Down the Noise to Achieve ABM Success Paul Santos, VMware, ABM Manager Nearly everyone has some idea of what account-based marketing is, or at least what it should be. We’d venture to say the term “ABM” is even overused, internally and externally. Some vendors add it to proposals to sound more sophisticated. Execs latch onto it as the saving grace when revenue numbers start to look a bit shaky. Frankly, there’s a lot of noise in the ABM world — and with it, a lot of pressure. In this presentation I’ll share my marketing journey — the good, the bad, and the ugly — and be as transparent as possible about how I turn the volume down. I’ll talk about account strategies, my preferred martech, team collaborations, and more that have helped us achieve ABM success at VMware. 11:30 AM – 11:55 AM What’s Better Than Growth? Intelligent Growth. Vikram Nair, Equilar, Director, Strategic Alliances Revenue and business development teams are always looking for insights and opportunities to take their businesses to the next level. They acquire data in hopes of generating new revenue streams. But are they really gaining actionable insights? Equilar — a Relationship Intelligence solution provider — uses Demandbase to complement numerous data sets and create one cohesive story that helps their sales, marketing, and customer success teams engage more intelligently to win new business. Join Vik as he discusses how he uses automated data collection and Demandbase Account Intelligence to accelerate growth. 11:55 AM – 12:20 PM ABS? That’s Right — Account-Based Sales! John Jensen, Gong, Sr. Director, Enterprise and Strategic Inside Sales Allison Metcalfe, Demandbase, Chief Revenue Officer A fireside chat with Gong’s Sr. Director, Enterprise and Strategic Inside Sales and Demandbase’s Chief Revenue Officer. 12:20 PM 12:45 AM Sales & Marketing Superstars Reveal Magic Behind Their Success Allison Metcalfe, Demandbase, Chief Revenue Officer Jon Miller, Demandbase, Chief Marketing Officer Jackie Palmer, Demandbase, VP, Product Marketing What happens when you get sales and marketing truly aligned across your B2B buyer’s journey? Magic happens! Come hear Demandbase’s Allison Metcalfe, CRO, and Jon Miller, CMO, tell their story and learn how they sync up to spot opportunities earlier, engage more intelligently, and close deals faster. 12:45 AM – 12:50 PM Closing Remarks 1:00 PM – 1:45 PM Explore the MoMA art gallery, pick up swag and meet with the Demandbase team Sponsors Have questions? Drop us a line. Go to demandbase.com SMART Sales + Marketing, Accelerating Revenue Together Watch #SMART22 On-Demand ©2022 Demandbase. All rights reserved.