In July 2019, Sapphire Ventures hosted our inaugural summit for go-to-market leaders at fast-growing start-ups.
The content of the event focused on the tools, processes and best practices CROs, CMOs (and even CEOs) need to undertake as they begin to shift from inbound to outbound sales motions, or move toward enterprise selling.
View the full-length videos from this event here.
10:00AM - 10:15AM
Welcome and Opening Remarks
10:15AM - 10:50AM
One Small Step for the Company, One Giant Leap for the Team
Sudheesh Nair joined Nutanix as the first head of sales and grew the company revenue from zero to over $1 billion during his seven-year tenure. In his first time CRO role at Nutanix, Sudheesh exhibited a passion for turning the conventional wisdom of enterprise sales upside down by hiring a diverse mix of salespeople and technologists, valuing customer trust above everything else, and leveraging technology to innovate in sales and demand generation. In his opening keynote, Sudheesh will talk about leading multiple transformations during Nutanix’s years of hyper-growth through IPO and beyond — and how he is applying and iterating on those lessons as CEO of ThoughtSpot.
10:50AM - 11:30AM
We Have Lift-Off!
Whether it is nailing the perfect inbound and inside sales motions or moving up-market into the enterprise, developing each of these GTM motions requires a distinct kind of sales organization, skill sets, infrastructure and culture. Join us for this panel of experienced sales leaders who have built world-class models of GTM excellence across each of these selling approaches, and are now preparing their organizations for that next wave of growth.
11:30AM - 12:10AM
Rev-Ops: The Next Frontier
Rev Ops — the coordination of Marketing, Sales and Customer Success efforts — is a function gaining momentum as companies look at a full-funnel approach to growth. Hear from these leaders in the Rev Ops space about what’s working, and the best practices your organization can adopt as you implement your own strategy.
12:10PM - 1:15PM
Lunch in the Battery Penthouse
1:25PM - 2:05PM
The Eagle Has Landed. What's Next?
With success comes new frontiers to explore and grow. Join us for this panel of seasoned sales leaders from tech giants to weigh in on the prevailing wisdom for successfully developing talent and culture; reveal tips for leveraging product and marketing teams to win; share tested strategies to improve lead management; and assess what it takes to sell ever-larger ACVs to achieve sustained growth at scale.
2:05PM - 2:40PM
Here's Who You're Selling To: Meet the CIO
Learn firsthand what CIOs are thinking when you try to sell them emerging technologies to address their business problems. Our panel of IT executives will discuss what works — and what doesn’t — when trying to make inroad with enterprise customers.
2:40PM - 3:15PM
What Got You Here Won't Get You There: Rewriting the Marketing Playbook
Shifting your sales approach can require a parallel change in your marketing mix, channels and capabilities. In most instances, you need your marketing and sales teams working together as a cohesive go-to-market team to make sure you don’t miss a beat. Join us for a panel discussion with a panel of experienced CMOs about the changes they needed to make as their organizations shifted their sales motion — and how they successfully partnered with sales leadership.
3:15PM - 3:45PM
Closing Keynote with Lambert Billet, CRO, Looker
3:45PM - 4:00PM
4:00PM - 6:00PM
Networking Reception at The Battery's Musto Bar