Agenda

 

Pre-Conference Activities
2019-11-04
Day 1
2019-11-05
Room placeholder
Main Stage, Costa Del Sol Ballroom D & E
Edge Pool & Terrace
Day 2
2019-11-06
Room placeholder B
Day 3
2019-11-07
Room placeholder
Room placeholder
Main Stage, Costa Del Sol Ballroom D & E
Edge Pool & Terrace
Room placeholder B
Room placeholder
12:00 - 17:00
Shift Registration
12:00 - 17:00
Shift Golf Tournament

Kick off your Shift experience on the green. The event is limited to ten teams on a first come, first serve basis.
Sign up now!

13:00 - 17:00
Shift Partner Pre-Day

An opportunity for our partner community to learn, network and celebrate our joint accomplishments.
Learn more.

17:00 - 20:00
Seismic Women's Social: Shifting Change with Women Pioneers

The Accidental Sales Enablement Professional

Between 2016 and 2018, there was a 118% increase in LinkedIn job titles with “sales enablement.” And according to a 2019 research study by CSO Insights, over 60% of companies have a dedicated sales enablement person, program, or function.

But, how did we all really get here? This discussion will explore the evolution of our individual careers and where we want to go from here. How can we formalize the role of sales enablement – what skills are required and what does an ideal sales practitioner look like? What do we want sales enablement to look like in the future? How can we attract talent with the required skills into sales enablement without them landing in the role by accident? How do we make enablement something people want to be when they grow up?

Join Seismic’s VP of Sales Nadia Rashid alongside a star-studded cast of female leaders in the industry as they address how they ended up in sales enablement, and their experiences along the way.

The Unexpected Path

Renée Baker, Head of Advisor Inclusion Networks at Raymond James, will be taking the stage for a 15-minute TED talk-style session about how the unexpected path can lead to success for women in their careers. Reflecting on some of her own experiences, Renée will discuss the importance of building a community to successfully navigate career challenges and roadblocks and share the value of building a network of supporters to help you navigate new roles, risks, and opportunities in your career.

Evening Agenda

5: 00 – 5:30 | Welcome + Treat Yourself
5:30 – 6:15 | Open Conversation Customer Panel – The Accidental Sales Enablement Professional 
6:15 – 6:45 | Shift Style Ted Talks
6:45 – 7:00 | Open Dialogue
7:00 – 8:00 | Continue the Fun with Networking, Cocktails, and Pampering

Seismic Women's Social: Shifting Change with Women Pioneers image
Nadia Rashid
Regional Vice President, Sales, Seismic
Seismic Women's Social: Shifting Change with Women Pioneers image
Cathy Rowell
VP, Channel Enablement, Nectar
2019 Shift Award Winner: People
Seismic Women's Social: Shifting Change with Women Pioneers image
Ryanne Murphy
Director, Sales Optimization, ThousandEyes
Seismic Women's Social: Shifting Change with Women Pioneers image
Laura Taylor
Senior Manager Global Sales Enablement, Travelport
Seismic Women's Social: Shifting Change with Women Pioneers image
Mary Tafuri
Chief Sales Enablement Officer , VP -- IBM Cloud and Cognitive Software
Seismic Women's Social: Shifting Change with Women Pioneers image
Renée Baker
Head of Advisor Inclusion Networks, Raymond James
2019 Shift Award Winner: People
Seismic Women's Social: Shifting Change with Women Pioneers image
Andrea Lechner-Becker
CMO, LeadMD
07:00 - 07:45
Morning Boot Camp with Roberto Wallace

Wake up and kick off the day with this heart-pumping, energy-boosting bootcamp hosted by Roberto Wallace: former National Panamanian soccer player and NFL wide receiver. Roberto will focus on technique-perfecting exercises inspired by workout programs at TYME Performance including balance, power and endurance.

Morning Boot Camp with Roberto Wallace image
Roberto Wallace
CEO at TYME Performance
07:00 - 08:30
Courtyard Breakfast
08:30 - 09:15
Seismic Keynote from CEO and Co-Founder Doug Winter

Doug is the co-founder and CEO at Seismic. Named 2018's Most Admired CEO in San Diego by the San Diego Business Journal, Doug has led Seismic from a five-person startup to a 600-employee international organization over the course of seven years.

Having founded multiple successful companies and currently the chief executive of one of the fastest-growing technology providers in North America, Doug has been featured in Forbes, Entrepreneur, VentureBeat, TechCrunch and other notable publications for his expertise in entrepreneurship, leadership, and sales and marketing alignment.

Seismic Keynote from CEO and Co-Founder Doug Winter image
Doug Winter
CEO, Seismic
09:15 - 09:30
Seismic Shift Awards

For the fifth iteration of the Seismic Shift Awards—celebrating outstanding achievement among the Seismic customer base—we are honoring those that exemplify four areas of facilitating change. We will celebrate the people who champion the ideals of sales enablement and sales and marketing alignment within their organizations, the teams that have upended the idea of what a sales enablement process should look like and what it can accomplish, and those that have taken the Seismic product to innovative heights that not even we could have imagined. New to 2019, we will be honoring the pioneers who have helped spearhead the entire sales enablement movement through a relentless drive and series of achievements over the course of their careers.

09:30 - 10:20
Relentless Product Innovation

Seismic’s product team will give you an inside look at the most recent product release and latest features as well as a sneak peek into what's on the horizon for Seismic.

Relentless Product Innovation image
Dave Myron
Senior Vice President of Product at Seismic
10:30 - 11:15
Reimagining Sales Enablement at IBM

IBM is a pioneering brand that has reinvented itself many times over its 108 year history. Now, they are redefining the sales enablement profession by leveling up their value to sellers and value to the business. By championing a new path for sales enablement across marketing, HR, sales and offering leadership, IBM is changing the game for its vast ecosystem of sellers globally. Come to this inspirational talk with Sharon Driscoll, IBM’s VP Sales Enablement and CMO Global Industries, to find out:

  • How Sharon and her team championed a new discipline at her company, forging sales enablers into a community of practice and reinventing their partnership with other functions
  • The team’s framework for proving the value of sales enablement within IBM, and how the results translate to seller and partner productivity and effectiveness
  • How IBM has aligned leadership and feedback loops to ensure that the transformation sticks and continuously evolves to provide lasting value
Reimagining Sales Enablement at IBM image
Sharon T. Driscoll
VP Sales Enablement and CMO Global Industries
2019 Shift Award Winner: Pioneer
11:30 - 12:15
Customer Spotlight Session: Creating a Content Activation Process That Drives Results with HPE

Designing effective systems to ensure that 8,000 field sales professionals and 175,000+ channel partners are on-message and receiving the right information was no easy task! In this session, you’ll hear about HPE’s activation process, which informs HPE Sales and HPE Partners to connect with customers, around the world—when the news happens and in local language:

  • Delivering top sales resources—including customer presentations, FAQs, infographics coupled with a HPE NewsCenter article—to ensure field readiness
  • Streamlining, coordinating, and prioritizing communications to sellers and partners in less than 3 months by implementing a centralized governance model
  • Fueling sales and partner teams with effective analytics to ensure they are having the right conversations, and ultimately improving sales productivity
Customer Spotlight Session: Creating a Content Activation Process That Drives Results with HPE image
Alicia Moody
Senior Director—HPE Global Sales Enablement, Channel Activation, and Communications Leader
2019 Shift Award Winner: Pioneer
11:30 - 12:15
Customer Spotlight Session: Achieving Global Automation: The T. Rowe Price Story

Not unlike other asset management firms, T. Rowe Price started with a significant challenge: at each quarter’s end, their team would struggle to produce and distribute around 450 data-intensive pitch books. After pioneering data automation and tackling 185 LiveDocs supporting all facets of their global client operations, the firm has made significant strides to implement Seismic as their single source of marketing and product content across the organization. Hear from Victoria and Jay as they discuss:

  • The efficiencies their firm has seen with their automation journey and how they’ve educated the firm on what is possible and how to identify use cases
  • How they got internal buy-in and moved forward with revolutionizing the way their end users interact with content
  • What their global enablement strategy entails and what it means for their global user base
Customer Spotlight Session: Achieving Global Automation: The T. Rowe Price Story image
Jay O’Conor
Product Manager – Global Distribution Enablement, T. Rowe Price
Customer Spotlight Session: Achieving Global Automation: The T. Rowe Price Story image
Victoria Branson
Product Owner, Seismic Pitchbooks, T. Rowe Price
12:15 - 13:30
Lunch

Enjoy lunch at your leisure or join a hosted networking roundtable with a wide range of topics to choose from.

13:30 - 14:20
Customer Spotlight Session with IBM

Show Me the Money! A Data-Driven Marketing Transformation

IBM Marketing has been on a journey to become a more data-driven, outcomes focused, and client-centric organization. Starting with an overview of IBM Marketing's own management system, you will learn how the organization transformed towards making every decision based on data and understanding the return of every dollar invested by marketing. By adding sales enablement data from Seismic into their management system, IBM can now understand precisely how marketing, sales enablement, and sales interactions all work together to create value for every client.

 

IBM Z and Seismic: Leading with the Use Case

How can you move a corporation of the complexity of IBM, with 27 operating divisions and a footprint in just about every country in the world, to a new sales enablement technology platform? The answer is obviously not easily. But when you lead with compelling use cases that help sellers become more effective in engaging their clients, they will embrace it naturally. Hear how IBM Systems has done exactly this to support the launch of IBM z15 in 2019.

Customer Spotlight Session with IBM image
Brittany Kirkland
Manager, Marketing Analytics, IBM
Customer Spotlight Session with IBM image
Terry Bird
Director, IBM Systems Skills & Enablement
13:30 - 14:30
Customer Spotlight Session: Shifting Beyond: A Look at Companies Who Are Rethinking Sales Enablement

Blackbaud

After realizing sales reps were receiving up to 15 internal emails a day and only 49% of sellers were checking and engaging with those updates, Blackbaud’s leadership team realized their sales team was lacking important product updates, competitive intelligence, and ultimately content to help close deals. Hear from Alan Yarborough, Senior Brand Enablement Manager, the mastermind behind The Enabler, a monthly communications program managed and distributed within NewsCenter, that led to:

  • Creating and distributing personalized updates and communications for each of Blackbaud’s 5-7 sales verticals
  • Cutting back on email and pivoting to push notifications for bi-weekly communications and tracking readership back to sales management
  • More cohesion and awareness within Blackbaud’s commercial team to assist with their go-to-market execution Shifting Beyond WorkSpace with ClearBridge

ClearBridge

Gone are the days of thinking of WorkSpace simply as a collaboration tool and place to swap edits. In this session, you’ll have the opportunity to hear about how the team at ClearBridge Investments devised a unique workflow to facilitate cross-functional workstreams to deliver data and design intensive market overviews on a quarterly basis. You’ll hear how Jennifer and team:

  • Streamlined the production of the 60-70 page document and shrunk delivery time from 8 working days to just 1
  • Took a thought leadership idea and evolved the concept into a full-fledged marketing program with 10k+ subscribers
  • Utilized a tool within their arsenal to support an extremely successful and high-profile education and outreach program
Customer Spotlight Session: Shifting Beyond: A Look at Companies Who Are Rethinking Sales Enablement image
Alan Yarborough
Senior Brand Enablement Manager, Blackbaud
2019 Shift Award Winner: Product
Customer Spotlight Session: Shifting Beyond: A Look at Companies Who Are Rethinking Sales Enablement image
Jennifer Roth
Director, Senior Marketing Associate, ClearBridge
13:30 - 14:15
Industry 360 | Enablement is the New Black: Driving Peak Competence Across the Entire Revenue Engine

How many teams and roles in your organization interact directly with your buyers? How many get involved after prospects become customers? What are you doing to ensure internal consistency and excellence in all interactions throughout the entire customer experience, so that you can build external loyalty, advocacy and growth? Modern b-to-b organisations invest significant resources to support buyers and customers throughout their pre- and post-sale lifecycles. To deliver the best results from those investments, companies must unify the internal enablement that allows sellers, partners and customer success and customer marketing teams to optimize the external experience. Join SiriusDecisions' Peter Ostrow for this informative keynote that recognizes the growing trend of revenue enablement, and helps you adopt best practices to make it work for your organization.

Industry 360 | Enablement is the New Black: Driving Peak Competence Across the Entire Revenue Engine image
Peter Ostrow
Senior Research Director, Sales Enablement Strategies, SiriusDecisions
14:30 - 15:15
Building an Inclusive Workplace: Today's Business Imperative

Join Renée Baker, Head of Advisor Inclusion Networks at Raymond James, in an open and honest discussion about how leaders can create more inclusive workplace cultures. Renée will address why organizations should consider the importance of diversity beyond its standing as an industry buzzword. Instead, inclusion has become a business imperative that every industry can act on.

Building an Inclusive Workplace: Today's Business Imperative image
Renée Baker
Head of Advisor Inclusion Networks, Raymond James
2019 Shift Award Winner: People
15:30 - 16:15
Create and Activate Content with Purpose

Managing, organizing and understanding the impact of content can be a challenge for enterprises looking to scale their marketing efforts. This session will teach you how to supercharge your team’s marketing efforts with new tools to better manage, review and distribute content. Additionally, you'll understand how content is being used by your sellers, its effectiveness with prospects, and how it is evolving over time. Leverage these insights to inform and improve your company's overall content strategy.

Create and Activate Content with Purpose image
Patrick Guiney
Director Product Management at Seismic
Create and Activate Content with Purpose image
Alex Kerschhofer
Product Manager, Seismic
16:15 - 17:00
Automate and Personalize your Content Approach

Today’s buyer expects personalized information at every interaction. This session is focused on how to provide the depth and variety of customization required to meet these expectations efficiently, and how to gain insights to help you do it even better. Learn how marketers are using our shared reference model to increase their team’s capacity to personalize content, paired with a deeper level of LiveInsights to understand customization trends to a component level. Last but not least you won’t want to miss the introduction to our brand new seller focused personalization tool. Increase personalization with efficiency and get the insights you need to deliver even better experiences.

Automate and Personalize your Content Approach image
Lisa Ragan
Senior Product Manager, Seismic
18:00 - 22:00
Seismic Social @ the Omni La Costa Pool Deck

A pool party in November – every East Coasters dream! Join us on the Edge Pool deck and promenade for a night of dinner and drinks close out your first day at Shift.

07:00 - 07:45
Morning Boot Camp with Roberto Wallace

Wake up and kick off the day with this heart-pumping, energy-boosting bootcamp hosted by Roberto Wallace: former National Panamanian soccer player and NFL wide receiver. Roberto will focus on technique-perfecting exercises inspired by workout programs at TYME Performance including balance, power and endurance.

Morning Boot Camp with Roberto Wallace image
Roberto Wallace
CEO at TYME Performance
07:00 - 08:30
Courtyard Breakfast
08:30 - 09:15
Customer Spotlight Session: Adapting to an Evolving Platform: The Keys to Success for Enabling a Global Sales Organization

The team at Genesys has been busy in the past few years. They made the switch from SAVO toSeismic and have consistently rolled out new product features and functionality to their sellers, including the new UI and NewsCenter. Throughout this change, they’ve managed to maintain a 90% adoption rate throughout their nearly 2000 users. Hear from Corey Bischoff, Senior Vice President, Global Sales Operations and Quentin Clark, Sales Operations Analyst on how their team has:

  • Created a culture of learning throughout Genesys by continually teaching their sellers large concepts to help them be more effective in their day-to-day work
  • Tackled the change management from introducing a new platform alongside new strategies
  • Ultimately benefited from this change
Customer Spotlight Session: Adapting to an Evolving Platform: The Keys to Success for Enabling a Global Sales Organization image
Corey Bischoff
Senior Vice President, Global Sales Operations, Genesys
Customer Spotlight Session: Adapting to an Evolving Platform: The Keys to Success for Enabling a Global Sales Organization image
Quentin Clark
Sales Operations Analyst, Genesys
08:30 - 09:30
The Challenge for Asset Management
The Challenge for Asset Management image
Adele Wentzel
Partner, FS Advisory, Salesforce Leader, PWC
The Challenge for Asset Management image
Cheryl DeLany
VP Marketing Tech & Strategy, Franklin Templeton
The Challenge for Asset Management image
Sharon Wilson
Head of Investment & Product Management Support, Schroders
The Challenge for Asset Management image
Bindu Sutaria
Managing Director, Global Head of Marketing, Parametric
08:30 - 09:15
An Insider's Look into Growth Enablement

Only 53 percent of sales reps are meeting or exceeding their quota, according to a CSO Insights report. Why? One leading indicator points to the fact that only 37 percent of sales reps actually spend their time on revenue-generating activities. In a world that is continuously demanding of our time, businesses of all sizes need to continuously identify opportunities to improve efficiency and increase productivity across the GTM engine in order to stay competitive.

In this session, you’ll hear from Ryanne Murphy, Director, Sales Optimization at ThousandEyes and Justin Hayes, Enablement Manager at Sendoso, in a panel discussion on how they’ve both created disciplined enablement functions and made investments to maximize efficiency and productivity as they enter critical growth stages.

An Insider's Look into Growth Enablement image
Meg Guarente
Senior Product Marketing Manager, Seismic
An Insider's Look into Growth Enablement image
Justin Hayes
Enablement Manager, Sendoso
An Insider's Look into Growth Enablement image
Ryanne Murphy
Director, Sales Optimization, ThousandEyes
09:40 - 10:30
Learn to Adjust Your Sails: Getting from Roadmap to Value

Is your 3 year roadmap on fire or losing the wind in its sails? Does it scream value and alignment with addressing key strategic company initiatives? Are your sales teams asking for more? When your roadmap aligns with business strategic initiatives, customer interactions, and employee experience, you begin to generate rich value and grow your enablement practice into a multi-year vision. Join Patrick Williams, SVP, EIS Wholesale Enablement and CRM Product Strategy at SunTrust Bank and learn how he reset the sails on his roadmap to holistically transform how to enable the business and employees through the power of Seismic.

Learn how in one year he took the Seismic roadmap to triple digit success using his own rule of 3 to solution sales effectiveness:

  • Understand the importance of starting with business value and how it brings stakeholders together
  • See how aligning content to customer outcomes achieves business value
  • Drive the ultimate employee experience with alignment to the full end to end business
Learn to Adjust Your Sails: Getting from Roadmap to Value image
Patrick Williams
SVP, EIS Wholesale Enablement & CRM Product Strategy, SunTrust Bank
09:40 - 10:30
Customer Spotlight Session: Global Launch in Under 90 days

Creating change at an organization is never easy, and implementing new technology often comes with unwelcome disruption. The small but mighty Equifax Sales Enablement team, however, launched Seismic in under 90 days to over 4,000 users in seventeen countries. But their work didn’t stop there—they’ve managed to roll out educational content and trainings to achieve a nearly 80%adoption rate worldwide. Join the Equifax Sales Enablement team as they walk through:

  • How they’ve managed to duplicate their successful model with offices around the globe
  • Tackling security, compliance, and IT challenges to deploy robust, customized environments for their worldwide teams
  • What future plans they have for their teams and the platform for continued success
Customer Spotlight Session: Global Launch in Under 90 days image
Amy Shiptenko
Director, Sales Enablement, Equifax
Customer Spotlight Session: Global Launch in Under 90 days image
Dustin Seawel
Director, Sales Enablement, Equifax
Customer Spotlight Session: Global Launch in Under 90 days image
Cristian Tarazona
VP of Marketing Technology and Operations, Equifax
09:40 - 10:40
Customer Spotlight Session: Shifting Beyond: A Look at Companies who are Rethinking Partner Enablement

Thinking Outside the Internal Box – Enabling Internal & Partner Sellers as One Team (Nectar)

Enablement is more than just training, and enablement needs expand beyond internal resources.  Today’s sales motion has shifted and selling with partners is more important than ever. To support this strategy, Nectar has developed a comprehensive enablement plan for our partner sellers, from pre-sales through implementation and ongoing lifecycle support.

Cathy Rowell, Vice President, Enablement, will explain Nectar’s partner enablement approach, including:

  • How they’ve provided growth programs, training, resources, and tools to their partners
  • Steps their team took to create a winning sales and partner enablement team
  • How to obtain executive buy-in and funding, how to engage their internal sales teams and partner teams and ultimately their clients using the right tools

From Sales Enablement to Partner Enablement: The Power of Integrations

In just over 20 years, Rackspace has evolved from a garage startup to a global corporation with a booming portfolio of security services supporting 500 sellers and 2,500 partners in the US alone. With that growth and evolvement came new challenges: how to manage and train their sellers and partners will consistent messaging across their sales ecosystem.

In this session, you’ll hear insights from Bryan Murphy, Sales Enablement Lead, and Barbara Treviño, Channel Sales Enablement, on the approach they’ve taken to support Rackspace’s journey of enabling their sellers and partners as one team.

Customer Spotlight Session: Shifting Beyond: A Look at Companies who are Rethinking Partner Enablement image
Cathy Rowell
VP, Channel Enablement, Nectar
2019 Shift Award Winner: People
Customer Spotlight Session: Shifting Beyond: A Look at Companies who are Rethinking Partner Enablement image
Bryan Murphy
Sales Enablement Lead, Rackspace
Customer Spotlight Session: Shifting Beyond: A Look at Companies who are Rethinking Partner Enablement image
Barbara Treviño
Channel Sales Enablement, Rackspace
10:40 - 11:20
Partner Spotlight

Improving Sales Performance in a Turbulent Market

Presentation 1: 10:40-11:00AM

How does your organization respond to a fast-changing market and increasingly sophisticated buyers? Bank of America Merchant Services (BAMS) is a market leader in payment, eCommerce and security solutions, but to continue their growth and optimize revenue for their customers required new capabilities around content, information and process to help turn their reps into trusted advisors. Come to this session to learn more about:

  • How BAMS is building their next generation more solutions-focused sales leaders and teams
  • Best practices on alignment and collaboration between sales, marketing and operations to improve customer experience and revenue capture
  • How a strategic approach to content and process with Altify and Seismic enables improves sales performance

Presentation 2:
11:00-11:20
Learn how AllianceBernstein boosted presentation automation efforts by collaborating with on- and off-site resources
AB needed to replace an in-house tool with slide-linking capacity, as they sought to free capacity to create content—and spend less time updating it. The Seismic Customer Success Team partnered with AB and existing creative services partner Integreon to make content more relevant, accessible and effectively administered. This symbiotic relationship has resulted in the linking of over 500 shared slides, saving half an hour in production time on complex performance slides—and in some cases cutting production time from 20 hours to 20 minutes!

Partner Spotlight image
Patrick Morrissey
CMO, Altify
Partner Spotlight image
Susan O'Driscoll
SVP Marketing, Bank of America Merchant Services
Partner Spotlight image
Natasha Collins
SVP Planning and Operations, Bank of America Merchant Services
Partner Spotlight image
Randi Salzberg
Managing Director—Marketing, Global Client Group
Partner Spotlight image
Murray Joslin
Senior Vice President, Integreon
10:40 - 11:20
Customer Spotlight Session: Scale your Enablement Program through Creative LiveDocs Use Cases

Think LiveDocs are just for presentations and pitchbooks? Think again! Pluralsight’s Sapphire Reels will completely change your outlook on how to build and scale LiveDocs. You’ll leave this session with a better understanding of:

  • How to make LiveDocs less intimidating and more user-friendly
  • Why and how you should involve your sellers in every step of the process
  • How Sapphire created the number one used asset at Pluralsight that landed the company’s biggest deal to date—as well as other unique use cases that are guaranteed to get your creative juices flowing
Customer Spotlight Session: Scale your Enablement Program through Creative LiveDocs Use Cases image
Sapphire Reels
Senior Product Marketing Manager, Pluralsight
10:40 - 11:20
Customer Spotlight Session: Building Enablement Through Collaboration

Who drives the knowledge of your enablement function? Do yo