Sponsor: BigMachines
Featured Analyst Firm: Gartner, Inc.
Speakers: Gene Alvarez, Michael Dunne, Godard Abel, Christopher W. Cabrera
Type: Video (56 minutes)
Sales drive your business. Yet maintaining a high-performing, highly-motivated sales team is an on-going challenge. Check out this new program, and hear industry experts from featured analyst firm Gartner, Inc., and opinion leaders at top IT vendors such as BigMachines and Xactly Corporation share insights about how to successfully implement on-demand solutions that generate better returns from your sales efforts, positively impact your revenues and profits, and improve your ability to track results and manage sales. See for yourself. Watch this new program now.
Discover solutions that let you…
- Streamline your sales process
- Close deals faster
- Generate more accurate and consistent quotes and proposals
- Reduce turnover in your sales team
- Motivate and compensate your sales team with consistent and efficient policies
How much attention have you given to the solutions and processes you use to manage your sales and sales people? Can you gain real time visibility into what was sold, by whom, through what channels, at what price, and in what combination of product mix?
If you answered “not much” or “no” to either of these questions, then join Gene Alvarez and Michael Dunne, both Research Vice Presidents at Gartner, along with Godard Abel, Co-Founder and CEO of BigMachines, and Christopher W. Cabrera, Founder and CEO of Xactly in this new program.
- Hear about on-demand sales configuration and proposal software that’s pioneering a new paradigm in automated sales performance
- Learn how to utilize compensation to boost retail
- Discover how to gear compensation toward the sales of your most profitable products
- Find out how to promote behaviors that are best for the company
- Learn how to augment cash compensation with non-cash incentives to motivate behavior
- Find out how to move from traditional fixed prizes to a world of endless incentives
- Learn how to leverage your sales performance best practices
Watch this new program now.
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About Gene Alvarez
Mr. Alvarez is a VP in the Gartner CRM research organization. Mr. Alvarez has 23 years of IT experience in business impact assessment, vendor management, project management, software development and delivery of complex business applications. He is a recognized authority on retail and consumer packaged goods industry applications and practices. Mr. Alvarez is also an international expert on sell-side strategies and technologies such as: channel/partner relationship management, catalog/content management, sell-side e-commerce applications, catalog/configuration management and presentation, commerce/merchant applications and services, web content management, personalization and consumer portals. He has spoken at many industry-related conferences worldwide and has been published/referenced/featured in various media and trade publications. Prior to joining Gartner he held positions with Nine West Group, KPMG Peat Marwick, New York Power Authority and AT&T Communications.
About Michael Dunne
Michael Dunne is a research vice president in Gartner Research. He investigates and advises on technology issues and market developments pertaining to customer relationship management and enterprise selling strategies. He contributes to the Marketing and Sales research agenda, focusing on sales operations, sales incentive compensation management, sales analytics, sales performance management, price optimization and management, as well as sales effectiveness tools. Previously, Mr. Dunne helped launch Decision Drivers, a former subsidiary of Gartner, which specialized in improving IT product selection within organizations. He established practice areas that advised clients on purchasing data warehousing and business intelligence solutions, as well as human capital, financial and customer relationship management applications.
About Godard Abel
Godard Abel, Co-Founder, President and CEO of BigMachines, has led the Company on its mission to deliver innovative web software solutions to its customers and to build an enduring company with a great team. Prior to co-founding BigMachines, Godard was General Manager of the iNiku.com application service for Niku Corporation, a leading provider of enterprise applications for professional service automation that successfully went public in 2000 prior to being acquired by CA. Before entering the technology industry, Godard consulted for McKinsey & Company and advised leading corporations in the U.S. and Germany on strategy and business process improvement. Godard earned an MBA from Stanford University and both a BS and MS in engineering from the Massachusetts Institute of Technology (MIT).
About Christopher W. Cabrera
Prior to founding Xactly Corporation, Mr. Cabrera was the senior vice president of operations for Callidus Software (NASDAQ: CALD), an on-premise incentive compensation management company. At Callidus, he was responsible for the execution of worldwide sales and marketing strategies, customer advocacy, and strategic alliances with companies such as IBM, Accenture and Deloitte. Under his leadership, the company acquired more than 100 customers, contributing to the growth of annual revenues from zero to greater than $75 million and a successful IPO in 2003 raising more than $70 million. Before joining Callidus Software, Mr. Cabrera served as director of North American channel sales at Silicon Graphics (NYSE: SGI), a UNIX hardware and software vendor, where he was responsible for annual sales that topped $500 million. Mr. Cabrera earned a bachelor of science degree in business administration with an emphasis in entrepreneurship from the University of Southern California (USC) and a master's degree in business administration from Santa Clara University.
