Agenda

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

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

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.

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.

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.

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.

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

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

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

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

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.

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

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.

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.

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.

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.

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.

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.

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

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.

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

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

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.

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!

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

Who drives the knowledge of your enablement function? Do you have trainers that know it all? Outsourcing? Building a complex system of operations and live trainers? Sales leaders doing it themselves?

There is another option and it’s all about collaboration.

If you are trying to build enablement for a growing company with an ever-changing market, this is the session for you. Matt Hey, Head of Global Field Enablement at Sisense, will be discussing collaborative field enablement strategies, how to structure enablement, and partnerships like Seismic that drive success without the weight of the world falling onto the enablement team— the key is leveraging “the tribe!”

Data is everywhere. But collecting, accessing and interpreting the right data to make well-informed decisions that impact your team or organization can be challenging. Learn about Seismic’s approach to data as we unveil exciting enhancement to LiveInsights and announce a new partnership that seamlessly combines your Seismic data with data from inside or outside your organization, giving you a clearer picture of organizational effectiveness.

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

In an increasingly competitive environment, sellers need to stand out from competition by engaging their buyers in unique and interactive ways. Join us for a session where we will review a sneak peek into what’s on the horizon for Seismic’s sales engagement product portfolio to better equip sellers with the tools needed to deliver a differentiated buyers experience. Trust us, you don’t want to miss this!

Learn how other customers are leveraging Seismic to increase sales effectiveness using new integrations, foster innovation that puts them above the competition and exceed customer expectations through personalized interactions.

The possibilities are endless.

Looking to polish your Seismic skills or learn a new area of the product? Our Product Managers, Customer Success leaders, and Partners will be on hand sharing the most recent product updates and resources available for continued team success. Join our solutions consultants in the product hub to boost your knowledge of the platform and partner offerings while enjoying cocktails and limitless networking opportunities.

Feel like getting off property for drinks with fellow Shifters after the Product & Partner Hub on Wednesday evening? Seismic and Power Objects would like to host your ride! Use this Uber code to have your round-trip to Encinitas covered – named one of the top surf towns in the world by National Geographic. Lucky for us, it is just five miles from the Omni. Seismic has created a treasure map of three great venues for you to explore including Modern Times Far West Lounge, Death by Tequila, and Union Kitchen and Tap. Seismic will host your first drink at each stop, just tell them to charge it to the Seismic Tab.

Join us for a look into the lifecycle of a piece of content within the Seismic platform. In this session you will learn how to use all the new tools Seismic offers to best organize, manage, and distribute your content. We’ll also discuss what in-app analytics tools are available to help you better understand how your content is performing and it’s overall effectiveness. These valuable, data-driven insights will help fuel your content strategy.

Join us for a session where we will review some of Seismic’s sales engagement product portfolio offerings to better equip sellers with the tools needed to deliver a more efficient and effective sales experience. In this session we will cover a number of different ways to effectively serve up content to your sellers through their most commonly used applications and also discuss how to leverage LiveInsights to learn how content is really resonating with recipients. Tapping into our improved applications is your secret weapon for engaging your sellers.

With modern BI tools and data architectures you now have immense amounts of easily consumable data at your fingertips for beginners or experts. Join us for a session that will allow you to get hands-on experience building out a reporting dashboard.

Join our full-day workshop where you will learn how to leverage LiveDocs technology and the new sharing model to automate and personalize content at scale. There will be instructor presentations, demonstrations, and hands-on exercises to help you learn more about creating LiveDocs templates for your organization. This session is designed to target beginner and intermediate LiveDocs learners.

Join our full-day workshop where you will learn how to leverage LiveDocs technology and the new sharing model to automate and personalize content at scale. There will be instructor presentations, demonstrations, and hands-on exercises to help you learn more about creating LiveDocs templates for your organization. This session is designed to target intermediate to advanced LiveDocs learners.

Join us for a look into the lifecycle of a piece of content within the Seismic platform. In this session you will learn how to use all the new tools Seismic offers to best organize, manage, and distribute your content. We’ll also discuss what in-app analytics tools are available to help you better understand how your content is performing and it’s overall effectiveness. These valuable, data-driven insights will help fuel your content strategy.

Join us for a session where we will review some of Seismic’s sales engagement product portfolio offerings to better equip sellers with the tools needed to deliver a more efficient and effective sales experience. In this session we will cover a number of different ways to effectively serve up content to your sellers through their most commonly used applications and also discuss how to leverage LiveInsights to learn how content is really resonating with recipients. Tapping into our improved applications is your secret weapon for engaging your sellers.

With modern BI tools and data architectures you now have immense amounts of easily consumable data at your fingertips for beginners or experts. Join us for a session that will allow you to get hands-on experience building out a reporting dashboard.

Join us for a look into the lifecycle of a piece of content within the Seismic platform. In this session you will learn how to use all the new tools Seismic offers to best organize, manage, and distribute your content. We’ll also discuss what in-app analytics tools are available to help you better understand how your content is performing and it’s overall effectiveness. These valuable, data-driven insights will help fuel your content strategy.

Join us for a session where we will review some of Seismic’s sales engagement product portfolio offerings to better equip sellers with the tools needed to deliver a more efficient and effective sales experience. In this session we will cover a number of different ways to effectively serve up content to your sellers through their most commonly used applications and also discuss how to leverage LiveInsights to learn how content is really resonating with recipients. Tapping into our improved applications is your secret weapon for engaging your sellers.

With modern BI tools and data architectures you now have immense amounts of easily consumable data at your fingertips for beginners or experts. Join us for a session that will allow you to get hands-on experience building out a reporting dashboard.