8 #SDSummit Case Study Sessions to Attend

5 minute read

Upland Admin

If you’re headed to Nashville this week for SiriusDecisions’ 2016 Summit then you know the agenda for the week is absolutely packed.

From conference sessions, to keynote speakers, to lunch and learns, and case studies—not to mention the various Sirius Tracks you can participate in—there’s an abundance of activities happening every hour. Whether you’re attending to discover new research, unveil new B2B innovations, or just to network with some of the best and brightest in B2B, this year’s summit is guaranteed to give you the insights you need to operationalize and grow your company strategy.

This year’s lineup includes a variety of customer case study presentations from top-tier companies. To help you sort through the many options and plan your Tuesday, we put together a roundup of our favorite case study presentations. Check them out below:

Sirius Decisions Summit Case Study Sessions to Attend

1. RingCentral Enables ABM while Reducing Costs and Driving Significant Pipeline

This session will cover the core components of RingCentral’s operational ABM approach.

“RingCentral, the leading provider of SaaS solutions for business communications, runs one of the most sophisticated demand generation programs in B2B. Despite the success of their inbound marketing, the company recognized they were missing out on many potentially valuable opportunities—leads weren’t aligned to the right accounts. To improve results, RingCentral implemented an account-based marketing strategy.”

SPEAKER: David Cowings, Marketing Ops, RingCentral

WHEN: Tuesday, May 24: 10:45 – 11:30 a.m.

ROOM: Presidential Ballroom A

2. Red Hat: Advancing Art and Science of Sales Enablement

In this case study, Red Hat will share how to improve sales productivity through four key tactics. 

“One of the best routes to increasing revenue is down the path of increasing sales productivity. Red Hat’s sales productivity team takes a holistic approach to improving sales processes, training, sales technology, and content in its pursuit of greater sales effectiveness.”

SPEAKER: Greg Munster, Sr. Director Sales Productivity, Red Hat

WHEN: Tuesday, May 24, 10:45 – 11:30 a.m.

ROOM: Ryman Ballroom A

RELATED: A Marketer’s Guide to Sales Enablement [eBook]

3. Salesforce and OHL Share 5 Critical “How-To’s” to Drive Sales Growth

Learn exact prescriptive tactics for driving increased revenue along with top tips for achieving the balance between the art and science of selling.

“As a sales leader it’s critical to drive better results from your sales team. The is knowing exactly how to to that.”

SPEAKERS: Tim Clarke, Dir. Product Marketing, Salesfoce; Phil Corwin, VP Sales Operations and Performance, OHL

WHEN: Tuesday, May 24, 11:40 a.m. – 12:25 p.m.

ROOM: Tennessee Ballroom A 

4. Trading on Information and Insight to Fuel Intelligent Growth

In this session you will learn how Johnson Controls Inc. (JCI) leveraged data to improve market penetration and increase market share, strategically identify opportunities for cross-sell and upsell using company data, and how to get ahead of contract renewals to secure multi-year deals. 

“As a market leader, JCI needed to be more strategic in how they went about identifying, targeting, and engaging new market opportunities. They needed a way to unify data across hundreds of ERP systems, CRM and marketing automation platforms (yes, hundreds), while incorporating external data to create actionable insights to drive new sales opportunities.”

SPEAKER: Julian Palacios, Manager of Data Analytics & Global Strategic Pricing, Johnson Controls Inc. 

WHEN: Tuesday, May 24, 11:40 a.m. – 12:25 p.m.

ROOM: Ryman Ballroom A 

5. How A Killer Customer Experience Drove One of IBM’s Most Successful Global Launches

Discover the digital framework that powered one of IBM’s most successful global launches, the role cognitive marketing will play in creating effective, content-rich customer experiences, and why Kapost is a strategic component of the team’s success.

“Buying habits have changed drastically over the past decade. An explosion of digital channels gave customer unprecedented control over their journey to purchase, disrupting every industry and function. To keep up, marketers scrambled to adopt the right technologies and programs, resulting in an incredibly complex customer experience that’s difficult to manage.”

SPEAKER: Taylor Stockwell, IBM

WHEN:Tuesday May 24, 2:45 p.m., 3:45p.m., 4:45 p.m  |  Wednesday, May 25 8:00 a.m.

ROOM: Tennessee B

RELATED: How IBM Tackled Content Visibility with Kapost Content Planner

6. Intelligent Audience Growth = BIG Revenue Growth

In this session you will learn how to build and engage the perfect audience, how marketing can greatly affect revenue, and how data affects marketing automation content, campaign ops, and business development.

“Colin Day oversees all of marketing automation, content operations, campaign operations, and the business development management team at FIS Global—the world’s largest FinTech company. What do all of these components of marketing have in common? The answer is AUDIENCE. Everything in marketing begins with audience identification.”

TIP: Join Colin Day’s Keynote speech at the ROI Award Winner Presentation with FIS on Thursday May 26 at 8:35 a.m., Delta Ballroom

SPEAKER: Colin Day, VP of Global Demand Generation, FIS Global

WHEN: Tuesday, May 24: 2:45 – 3:30 p.m.

ROOM: Ryman Studio F

7. Partnering for Data Driven Marketing Success: From Upstart to $800M Acquisition

SolidFire (now NetApp) shares how they were able to navigate unknown waters amidst major technology shifts through rapidly and affordably identifying in-market prospects and implementing digital media solutions to achieve four main goals.

SPEAKERS: Dawn Hawk, Co-founder and Executive Dir. Product Innovation, TechTarget; Tracy Earles, Sr. Manager, Demand Generation, SolidFire (now NetApp)

TIME: Tuesday, May 24: 3:45 – 4:30 p.m.

ROOM: Ryman Studio FG

8. Red Hat’s ABM Journey: One Step at a Time

This session looks at how and why the Red Hat team adopted a more sophisticated approach to marketing with ABM, their recipe for a phased expansion in strategy, and how to have the right conversation about the right ABM solution at the right time.

“As a multinational software company, Red Hat helps more than 90% of Fortune 500 companies solve business challenges, align their IT and business strategies, and prepare for the future technology. RedHat’s objectives and priorities with respect to growth require an in-depth knowledge and understanding of its customers and target accounts.”

SPEAKER: Greg Manetti, Sr. Manager, Marketing Operations, RedHat

WHEN: Tuesday, May 24: 3:45 – 4:30 p.m.

ROOM: Presidential Ballroom C

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