Date: Thursday 11th May 2017
Duration: One day
Brochure [PDF]: Download
Venue: Millennium Gloucester Hotel Kensington, 4-18 Harrington Gardens London SW7 4LH
Attend for free: 75 free tickets reserved for senior reward, sales and finance managers (in-house only; consultants etc who wish to attend: £445.00 + VAT). So if you have responsibility for sales compensation programmes in an organisation with more than 300 employees, apply now for one of our 75 complimentary places. Titles qualifying for a free guest ticket include:
> Download OpenSymmetry presentation
> Download beqom/solocal case study
Following the overwhelming response to our sold-out 2016 event, E-reward is delighted to announce our second Showcase conference devoted to sales incentive compensation. Once again, it will be presented by sales effectiveness thought leader Mark Donnolo, Managing Partner of SalesGlobe. This year Mark will be accompanied by Michelle Seger, the firm’s Global Practice Lead. For the 2017 conference, we've added new content that will include the very relevant topic of global harmonisation. Throughout the event we will discuss how companies can achieve the right balance of global consistency that responds to local needs and practices within the sales incentive plan designs.
Based in Atlanta, USA, Mark has worked as a leading sales effectiveness consultant for more than 25 years, helping many Global 2000 companies, including Accenture, Bank of America, IBM, Johnson & Johnson, LexisNexis, Office Depot, Orange, Salesforce.com, Sprint, UPS, and Verizon. Michelle brings the change management viewpoint to the table having worked with global companies for more than 20 years and with her own experience of expanding a retail franchise concept from Italy into the USA. Together Mark and Michelle will facilitate the day, provide a series of insightful workshops and introduce reward practitioners to the sponsor and exhibitor sessions which will be dispersed throughout the day. The day will be content filled, rewarding and, above all, fun.
The conference will also have a special panel discussion on global harmonisation that will delve into the challenges and opportunities companies face in an increasingly complex multi-cultural environment. This panel will include HR and sales compensation professionals and thought leaders, offering a lively and enlightening discussion for all.
We would like to hear from you ahead of the event! Once you have registered for the conference we will ask you a few questions about your greatest challenges and what you would like to get from this event. This is not for marketing purposes, but will be used to help drive the session content.
All delegates will have an opportunity to explore hot topics and ask questions of subject matter experts in a small group roundtable discussion format. Topics to include some of the following (but we are happy to be guided by participants):
'Mark’s presentations were very engaging.'
'Expert insight.'
'Fast paced.'
'Great keynote speaker.'
'Very articulate.'
'Mark’s sections were fantastic. He gave you real practical advice and I will certainly be reading his book.'
'Mark’s presentations and thoughts were really good.'
'Inspiring.'
'Being an HR professional and quite new to rewards, listening to Mark’s insight has been fascinating.'
'Mark was a fantastic speaker and host!'
OpenSymmetry (OS) provides end-to-end sales performance management (SPM) consulting services, from strategy work and data services to implementation and post-implementation services, in partnership with the leading SPM technology vendors in the industry. With over two million payees enabled by OS solutions, OpenSymmetry is committed to creating the best possible user experience for sales technology solutions and enabling clients to have sustainable SPM environments, whether through operational self-sufficiency or through OS managed services. Since 2004, OS has completed over 1,500 successful SPM projects for more than 500 clients ranging from SMEs to enterprise-level companies across four continents.
Web: www.opensymmetry.com
Email: os_info@opensymmetry.com
Tel: +44 (0) 800 756 6736Our mission is to make the workforce of our customers happy. beqom drives happiness by allowing business managers to lead, align and motivate employees and partners. The beqom Total Compensation platform is used globally across all industry sectors by over 100 large companies such as Microsoft and Vodafone. It addresses all performance and compensation aspects such as salary review, bonus, long-term incentives, commissions, benefits, non-cash rewards and all key drivers for employee performance and sales performance. HR, Sales and Finance leverage our platform to drive performance, retention, cost optimization, efficiency, compliance and … happiness among their people.
Web: www.beqom.com
Email: info@beqom.com
Tel: +44 (0) 20 3808 8945
Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. Our vision is to change the world of incentive compensation. We address a critical business need: to incentivise employees and align their behaviours with company goals.
Our solutions allow organisations to make better strategic decisions, optimise behaviours, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive compensation plans, and reduce error rates in incentive compensation calculations.
We believe in the power of incentives to help companies, their employees, and their partners build stronger relationships and achieve more.
Web: www.xactlycorp.com
Email: salesemea@xactlycorp.com
Anaplan is driving a new age of connected planning. Large and fast-growing organisations use Anaplan’s cloud platform in every business function to make informed decisions and drive faster, more effective planning processes.
Deliver on-time sales plans while increasing compensation, quota, and forecast accuracy, and do more than just calculate payouts with your incentive compensation solution. With Anaplan, you can align your territories, quotas, and incentives to deliver your best sales results. Only Anaplan allows you to optimise your sales performance with one solution – from plan, to forecast, to pay.
Anaplan also provides support, training, and planning transformation advisory services. Anaplan is a privately held company based in San Francisco with 16 offices and over 150 expert partners worldwide. To learn more, visit anaplan.com
Web: www.anaplan.com/solutions/workforce/
Tel: 01628 870000
CallidusCloud is the global leader in cloud-based sales, marketing, learning, and customer experience solutions. CallidusCloud enables organisations to accelerate and maximise their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation – driving bigger deals, faster. Over 5,000 organisations, across all industries, rely on CallidusCloud to optimise the lead to money process to close more deals for more money in record time.
Email: sales-uk@calliduscloud.com
Tel: +44 (0)207 849 6870
Leading companies choose IBM’s highly flexible and scalable Incentive Compensation Management solution to automate incentive calculations and provide online compensation statements and reporting for employees. A leader in the Gartner Magic Quadrant for Incentive Compensation Management, the IBM solution drives the right employee behavior as you increase operational efficiency, accuracy and auditability.
IBM Incentive Compensation Management provides:
Web: www.ibm.com/analytics/us/en/business/sales-performance-management
Email: matthew.blanchard@uk.ibm.com
SHOWCASE Join us for a hot breakfast and networking whilst visiting our exhibitors.
Mark Donnolo and Michelle Seger, SalesGlobe
Mark Donnolo and Michelle Seger, SalesGlobe
Culture is the defining core of every business, but aligning culture from executive vision to the actual engagement of the customer through the sales team is an ever moving target. The formula used for the emphasis and de-emphasis of different sales culture values will ultimately shift the change to drive behaviour that reflects the overall corporate strategy. This is done through meticulous incentive compensation plan design. Join Jon Clark as he walks through client case studies to reveal how organisations have taken a strategic approach to drive sales through employee engagement, incentive plans, and performance metrics, in order to build the right sales culture and maximize ROI.
Jon Clark, Director of Strategy Services, OpenSymmetry
A chance for refreshment whilst visiting our exhibitors.
Mark Donnolo and Michelle Seger, SalesGlobe
Beginning in 2013, beqom client Pages Jaunes (the French Yellow Pages) launched a major transformation of its sales organisation. This included moving to an objectives-based compensation plan, with some complex calculations, that could be changed quickly as needed to adapt to the market. For such a transformation to be successful, especially when it impacts compensation, the company knew it would need the buy-in and confidence of end users. Pages Jaunes searched for and implemented a solution that gives users tools to monitor and follow their compensation, is fully transparent, and makes users confident on the solution and the calculation of their compensation, thus contributing to the success of the transformation plan. This session will explore the business challenge faced, the solution implemented, and lessons learned.
Mathieu Nuee, Head of Variable Compensation, Pages Jaunes
SHOWCASE: A chance for refreshment whilst visiting our exhibitors.
Explore hot topics and ask questions of subject matter experts in a small group, roundtable discussions. Planned topics:
Whilst sales leaders focus on motivating teams with achievable plans and accurate sales compensation payments, it’s impossible to accurately optimise sales performance and drive the right behaviours when juggling spreadsheets, legacy systems, and point solutions.
Join Anaplan as we talk about how modern businesses can move to a connected planning model that aligns your sales strategy with corporate objectives, get sales plans out on time, sharpens sales forecasting, and ensures accurate incentive compensation crediting and calculation. We will be showing how you can quickly develop ‘what if’ scenarios and analyse sales performance outcomes and business impact in real-time to directly influence profitability and drive explosive growth for your organisation. Hear how businesses are already achieving success with this model and leave the session with guidance on how to get started in your own business.
Karen Clarke, Managing Director Northern Europe, and Tom Edmunds, Account Executive, Anaplan
A chance for refreshment whilst visiting our exhibitors.
Hear from Matt Blanchard, IBM European Sales Performance Management Leader, as he interviews Adam Baker, Commission Manager for Close Brothers Asset Finance, on how automating the end-to-end commission and reward process has changed the behaviour of its business and is now driving business strategy.
Mark Donnolo and Michelle Seger, SalesGlobe
Michelle Seger and Mark Donnolo co-lead a lively and enlightening panel discussion on global harmonisation that delves into the challenges and opportunities companies face in an increasingly complex multi-cultural environment and how these are being addressed in the context of incentive compensation. Our panel includes HR and sales compensation professionals and thought leaders:
Mark is a founder and managing partner of SalesGlobe, a sales effectiveness consulting firm that works with major sales organisations on sales strategies to grow revenue. SalesGlobe focuses on helping companies grow profitably by developing and implementing strategies that improve the effectiveness of sales, marketing, and service organisations. Areas of focus include sales strategy, customer segmentation, channel strategy, sales organisation design and deployment, performance management, and incentive compensation.
Mark’s work spans several industries including technology, telecommunications, business services, manufacturing, staffing, and financial services, in the USA and Europe. Previously, Mark was:
> Senior Vice President with MarketBridge, leading the firm’s sales effectiveness practice.
> Partner and Senior Vice President with Sibson Consulting, where he was on the firm’s management team and led its sales and marketing effectiveness practice.
> Vice President with The Alexander Group.
> Consultant with Siegel & Gale/Saatchi & Saatchi, an international marketing and advertising firm.
> Co-founder and CEO of Biltmore Communications.
> President of InfraStream, a venture-funded VoIP service provider.
Mark is a regular conference speaker on sales compensation and is the author of numerous articles in publications that include Fortune, Sales & Marketing Management, Selling Power, Success, Telecommunications, Telephony, Investment Property, Velocity, Workspan, American Way, and Marketing News. His recent books on sales effectiveness and reward include: What Your CEO Needs to Know About Sales Compensation: Connecting the corner office to the front line (AMACOM 2013); The Innovative Sale: Unleash your creativity for better customer solutions and extraordinary results (AMACOM 2014).
Michelle is Director of Consulting Services at SalesGlobe. She has a strong background in sales effectiveness, management consulting and change management across the globe. Her portfolio includes ERP implementation, strategy execution, revenue management, new product introduction and innovation, acquisition integration, partnership development and execution, and organisational design. Michelle is expert at root cause analysis and identifying practical solutions for clients.
Industry experience includes: manufacturing, financial services, retail, consumer products, hospitality and technology.
Highlights of her business experience and client work include: Accenture, RGP, Georgia-Pacific, Elavon-US Bank, NCR, SunTrust, Ocean Spray Cranberries, Raytheon E-Systems, Southern Company, Intuit, Verizon, HGTV, and a broad range of global to small and mid-size companies.
Michelle has deep experience in process improvement, benchmarking and best practices development, and is very effective at developing policies, procedures, methodologies and training guides. She is adept at working cross-functionally to bring change to a company and is a collaborative team builder with strong communication and facilitation skills. Her problem-solving approach – including a balance of practicality and creativity – leads her clients to business solutions that are implementable and bring about the desired result.
Matt is responsible for IBM’s Sales Performance Management (SPM) organisation in Europe. He is based in London and has eight years of experience in the performance management space with multiple venders across a range of different industries. With teams around the globe, IBM’s Sales Performance Management organisation equips businesses with solutions to automate the processes and functions for onboarding, motivating and managing sales people in order to be more efficient and effective.
Jon is an experienced SPM/reward consultant working with business leaders in leading organisations to design and implement SPM solutions. He has 15 years’ experience working on UK-based and international projects. He works with chief executives, HRDs, and sales leaders to design reward and SPM reward solutions including operational process, salesforce initiatives, total reward strategy solutions, pay and grading structures and performance management systems. Jon’s experience is cross-sector including financial services, telecoms, media, hi-tech manufacturing, not-for-profit, and professional services
Mathieu Nuee is Head of Variable Compensation at Pages Jaunes, a division of Solocal Group, the European leader in local online communication. Mathieu has a strong background in business applications, having worked for Logica, Capgemini and Microsoft in the past. Currently he is responsible for managing compensation for a salesforce of 1,600, and so understands the challenges facing sales compensation management.
OpenSymmetry (OS) provides end-to-end sales performance management (SPM) consulting services, from strategy work and data services to implementation and post-implementation services, in partnership with the leading SPM technology vendors in the industry. With over two million payees enabled by OS solutions, OpenSymmetry is committed to creating the best possible user experience for sales technology solutions and enabling clients to have sustainable SPM environments, whether through operational self-sufficiency or through OS managed services. Since 2004, OS has completed over 1,500 successful SPM projects for more than 500 clients ranging from SMEs to enterprise-level companies across four continents.
Web: www.opensymmetry.com
Email: os_info@opensymmetry.com
Tel: +44 (0) 800 756 6736
Our mission is to make the workforce of our customers happy. beqom drives happiness by allowing business managers to lead, align and motivate employees and partners. The beqom Total Compensation platform is used globally across all industry sectors by over 100 large companies such as Microsoft and Vodafone. It addresses all performance and compensation aspects such as salary review, bonus, long-term incentives, commissions, benefits, non-cash rewards and all key drivers for employee performance and sales performance. HR, Sales and Finance leverage our platform to drive performance, retention, cost optimization, efficiency, compliance and … happiness among their people.
Web: www.beqom.com
Email: info@beqom.com
Tel: +44 (0) 20 3808 8945
Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. Our vision is to change the world of incentive compensation. We address a critical business need: to incentivise employees and align their behaviours with company goals.
Our solutions allow organisations to make better strategic decisions, optimise behaviours, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive compensation plans, and reduce error rates in incentive compensation calculations.
We believe in the power of incentives to help companies, their employees, and their partners build stronger relationships and achieve more.
Web: www.xactlycorp.com
Email:salesemea@xactlycorp.com
Anaplan is driving a new age of connected planning. Large and fast-growing organisations use Anaplan’s cloud platform in every business function to make informed decisions and drive faster, more effective planning processes.
Deliver on-time sales plans while increasing compensation, quota, and forecast accuracy, and do more than just calculate payouts with your incentive compensation solution. With Anaplan, you can align your territories, quotas, and incentives to deliver your best sales results. Only Anaplan allows you to optimise your sales performance with one solution – from plan, to forecast, to pay.
Anaplan also provides support, training, and planning transformation advisory services. Anaplan is a privately held company based in San Francisco with 16 offices and over 150 expert partners worldwide. To learn more, visit anaplan.com
Web: www.anaplan.com/solutions/workforce/
Email:
Tel: 01628 870000
CallidusCloud is the global leader in cloud-based sales, marketing, learning, and customer experience solutions. CallidusCloud enables organisations to accelerate and maximise their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation – driving bigger deals, faster. Over 5,000 organisations, across all industries, rely on CallidusCloud to optimise the lead to money process to close more deals for more money in record time.
Email: sales-uk@calliduscloud.com
Tel: +44 (0)207 849 6870
Leading companies choose IBM’s highly flexible and scalable Incentive Compensation Management solution to automate incentive calculations and provide online compensation statements and reporting for employees. A leader in the Gartner Magic Quadrant for Incentive Compensation Management, the IBM solution drives the right employee behavior as you increase operational efficiency, accuracy and auditability.
IBM Incentive Compensation Management provides:
Web: www.ibm.com/analytics/us/en/business/sales-performance-management
Email: matthew.blanchard@uk.ibm.com
We’ve clearly identified the market segment and researched a 'Showcase’ event giving you full accessibility to this hard-to-reach audience. And we have invited selected delegates, all with proven interest and a desire to find our more about each specific topic.
The bigger exhibitions have their market. Your product is different and it requires access to decision-makers. Our niche events provide you with access to your target market. A senior-level audience with proven interest in exactly your product.
The key to selling your solution is to be able to define and subdivide the large homogeneous HR market into clearly identifiable segments with similar needs and wants. Your objective is to market precisely to these people and present your product and services which precisely matches their expectations and needs.
Few companies are big enough to supply the needs of an entire market; most must breakdown the total demand into segments and choose those that the company is best equipped to handle. E-reward’s niche showcase events do exactly this for you.
E-reward Showcase events have a menu of sponsorship products that will help you connect with the right audience. Whether your interest is demonstrating your solutions or service or simply to gain visibility and brand awareness with a special message we have various products available. We can also custom build a sponsorship bundle to address your specific needs.
A unique opportunity to demonstrate your products, services and solutions to an audience of mid- and senior-level decision makers who are responsible for sales compensation in leading UK-based and European businesses. Make an impact on your audience by taking out one of our sponsorship and exhibitor packages or we can create a customised package just for you.
Registration starts from 8.30am. The conference will close at about 5pm. The full conference programme can be found on our web site.
All of the available speaker presentations for the conference will be added (in PDF format) to a special page on the E-reward web site, accessible to delegates only. We will email you details about how to download them as soon as we receive the presentations from the speakers.
If any speakers are unable to get their notes to us on time we aim to email them to you the day after the conference.
No hard copies of the documentation will be available on the day of the conference. We will, of course, be providing plenty of notepaper and pens for note taking during the day.
Please let us know if you have any special requirements as soon as possible so we can plan accordingly.
Millennium Gloucester Hotel Kensington | 4-18 Harrington Gardens London SW7 4LH
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Last updated: 20th July 2015.