Driving Top Line Revenue Execution
The Integrated Customer Management Model
Sales Leaders' Roundtable
January 11, 2006
6:00 PM - 8:00 PM
Learn about the operational approach leading companies are deploying to leverage the resources of sales, indirect sales channels, sales support, customer service and marketing into a unified team focused on delivering the right product to the right customer at the right time at the lowest cost.
Event to Outlook
450 North Cityfront Plaza Drive
6:00 - 6:30 pm: Registration & Networking
6:30 - 8:00 pm: Presentation
8:00 - 9:00 pm: Cash Bar reception in the Midway Club
Please register by 1/11/2006
Ken Nordine, '97
Driving Top Line Revenue Execution - The Integrated Customer Management Model. We have truly arrived in the "era" of the customer. We are seeing more focus than ever before on generating top line growth and improving margins. The problem is that companies struggle with how to pull their entire organization together to create an interoperating customer focused sales engine to drive this growth. Continuing to operate with "silo-based" departments does not create the processes and discipline needed to achieve top line growth. Effective use of go-to-market strategies require that your entire company is focused on the customer.
Sales and sales channel partners must have clear direction and territory coverage and be properly compensated. Marketing must be keenly aware of customer and competitive trends - developing targeted marketing campaigns and sales tools that drive growth. Support, service, engineering, anyone that touches the customer must be part of the planning process and customer strategy. Measurement tools must focus on how the entire company is working together to achieve sales and customer goals. Success is most critically about execution. Getting your team to see and do things differently. In today's multi-sales channel, multi-touch point environment, it is increasingly difficult to effectively and efficiently sell to customers. Gone are days when you simply hired more sales people, put them through consultative selling courses, developed creative compensation strategies and set aggressive quotas.
To compete today, and compete profitably, you must marshal all customer facing functions in an integrated approach to maximize revenue generation and minimize the overall cost of sales. Technology also plays a significant role. There are a plethora of techniques and tools that companies often struggle to deploy as it's the behavior change of the employees that leads to success. Selecting the right tool and deploying it in a cost effective manner while facilitating change and meeting business goals is a challenge facing many companies today.
On January 11, 2006 come join us to learn about The Integrated Customer Management Model. It is the operational approach leading companies are deploying to leverage the resources of sales, indirect sales channels, sales support, customer service and marketing into a unified team focused on delivering the right product to the right customer at the right time at the lowest cost. It will help you meet the challenge of creating a customer centric revenue engine. Key Topics: Fixing a disconnected customer management approach; Aligning your sales, marketing and support teams to drive growth; Team Selling best practices; Sales Playbook deployment; How to get started
CEO and Managing Partner, Adroit Consulting, Inc.
Stan Martin is the CEO and Managing Partner of Adroit Consulting Inc., a Chicago based firm focused on improving the sales and customer support functions of mid-sized companies and Fortune 500 Divisions. Stan has more than 25 years of experience in all aspects of the Demand Chain as both a business executive and consultant. He has an exceptional track record in building world-class business development, sales, marketing and customer care operations in both the products and services worlds. Prior to founding Adroit Consulting, Stan was the President and COO of InstallShield Software Corp., where he engineered the transformation of this market-leading software tools company to the Internet infrastructure space. He was the COO of Whittman-Hart, Inc. (NASD: WHIT), the county's premier consulting firm focused exclusively on the Mid Market, where he orchestrated its growth from $87M to over $500M in revenues in less than three years. Stan's earlier career included senior management positions at Ernst & Young, LLP, Siemens-Nixdorf AG, and IBM.
Partner, Adroit Consulting, Inc.
Darci Moore is a Partner with Adroit responsible for their Inside Customer Operations Practice. She has over 20 years of experience in driving profitable change into companies by improving customer interactions. Darci focuses on business imperatives and customer value to implement technology solutions that maximize ROI. In both industry and technology, she has a proven track record in leading multi-million-dollar organizations and projects that incorporate profitable change to customer operations. Darci has also held executive management positions in the telecommunications industry at SBC Corporation and MFS Telecom, where she led numerous initiatives to deploy technology to efficiently service customers at a reduced cost. Her CRM expertise and "hands-on" approach ensure successful initiatives that drive business results.