InterSystems DEVCON2010
Executive Track
The Executive Track at InterSystems DEVCON2010 provides valuable information and networking opportunities to senior-level strategists (CXO/VP level) and senior Sales and Marketing executives of our application partners. This year, the theme of the Executive Track is:
Finding and Blasting Your Boulders
The Fastest Way to a Sales Breakthrough
The road to success can be rocky. Actually, on your success path you probably encounter pebbles and boulders as well as rocks. The rocks are annoying but the boulders can be revenue killers. In today’s economy you can’t tolerate revenue-killer problems. Your first priority must be "find and blast the boulders!"
The Executive Track is designed to help you do exactly that. Using case studies drawn by input provided by Executive Track attendees, sales and marketing expert Richard Currier will show you how to identify the boulders that block your path to success, and help you start formulating a plan to blast them.
Who Should Attend:
The Executive Track at InterSystems DEVCON2010 provides valuable information and networking opportunities to senior-level strategists (CXO/VP level) and senior Sales and Marketing executives of our application partners.
InterSystems DEVCON2010 will be held on March 21 – 24, 2010, at the Hilton Orlando Bonnet Creek in Orlando, Florida. The Executive Track at DEVCON2010 takes place during DEVCON on the afternoon of Sunday, March 21st and all day Monday, March 22nd. Executives are encouraged to attend the other DEVCON sessions and activities offered on Tuesday and Wednesday.
All Executive Track attendees must sign up for InterSystems DEVCON2010 and pay the full registration fee. There is no additional fee for attending the Executive Track.
To register for InterSystems DEVCON2010, click here.
NOTE: In order to participate in the Executive Track, please add both of following sessions to your DEVCON schedule. (Otherwise, we will not know you wish to attend.):
- Executive Track (Day 1)
- Executive Track (Day 2)
Executive Track Agenda
Items in bold are for Executive Track participants only.
| Time | Topic |
|---|---|
Sunday, March 21, 2010 - Executive Track Day 1 |
|
| 4:00 PM - 5:30 PM | |
| 6:00 PM – 7:30 PM | DEVCON2010 Welcome Reception |
Monday, March 22, 2010 - Executive Track Day 2 |
|
| 9:00 AM - 10:00 AM | DEVCON2010 Keynote Presentations |
| 10:00 AM - 10:30 AM | InterSystems Innovator Awards Presentation |
| 11:00 AM - 12:30 PM | “What’s New & What’s Next” for InterSystems Technology |
| 12:30 PM - 2:00 PM | Executive Luncheon |
| 2:00 PM - 3:00 PM | Boulder Case Studies |
| 3:15 PM - 4:15 PM | More Boulder Case Studies |
| 4:30 PM – 5:30 PM | |
Sunday, March 21
Blast a Boulder - See Your Sales Explode
Sunday, March 21, 4:00 PM – 5:30 PM
While every company has problems that block the road to sales success, for most companies one or two of those problems rise to the level of "boulders" – huge problems that keep your pipeline too small, keep you from reaching the executive you need to sell to, keep you from making the short list, make your sales cycle way too long, or cause you to frequently lose to “do nothing” or a competitor. In this session you will learn how to diagnose boulder root causes and craft quick-to-implement, high-impact solutions.Attend this opening session of the 2010 Executive Track for an overview of the "Must Do’s" to diagnose the root causes of your boulders and learn how to blast them.
Speaker:
DEVCON2010 Welcome Reception
Sunday, March 21, 6:00 PM – 7:30 PM
Join all of the DEVCON attendees at Signature Island for the DEVCON opening reception.
Monday, March 22
DEVCON2010 Keynote Presentations
Monday, March 22, 9:00 AM – 10:00 AM
Hear from InterSystems’ founder, Terry Ragon and Vice President of Strategic Planning, Paul Grabscheid.InterSystems Innovator Awards Presentation
Monday, March 22, 10:00 AM – 10:30 AM
The InterSystems Innovator Awards were established in 1999 to acknowledge the creativity and remarkable abilities of IT professionals around the world who use our software products. Come find out which solutions will win a 2010 InterSystems Innovator Award.What’s New & What’s Next for InterSystems’ Technology
Monday, March 22, 11:00 AM – 12:30 PM
See demonstrations of new features and discover what’s next for InterSystems technology in this session by our Vice Presidents of Software Development, Robert Nagle and Joe DeSantis.Executive Luncheon
Monday, March 22, 12:30 PM – 2:00 PM
Regroup with Executive Track attendees for lunch before we move into the afternoon “Boulder Blasting” sessions.
Host: Jerry Hinch
Director of North American Marketing
InterSystems
Boulder Case Studies
Monday, March 22, 2:00 PM – 3:00 PM
We will highlight two boulders drawn from attendee input in this session:Competitive Battles or “Competitors in Charge”
This scenario occurs when:
- Competitors set the buying agenda and you are forced to compete on their terms, often with your weak suit against their strong suit, thereby keeping you on the defensive.
- Markets become commoditized and there’s a myopic focus on price.
Pipeline Struggles
This scenario happens when:
- There is an inability to increase lead flow to the necessary level.
- Problems with transforming “interest into action” and “leads into traction” arise.
- Connecting at the right executive level is difficult, and calling on larger enterprises is a challenge.
Speaker: Richard Currier
President
Park City Marketing
More Boulder Case Studies
Monday, March 22, 3:15 PM – 4:15 PM
After a short break, we’ll focus on two more common boulders:Financial Transaction Challenges
We will examine fiscal challenges and their solutions, such as how to raise capital successfully and drive liquidity events.Market Perceptions
Learn what to do if one of the following scenarios is occurring:
- The market perceives you as tactical vs. strategic
- The market doesn’t grasp your true value
- The market adheres to your legacy benefits vs. your new capabilities
Speakers: Richard Currier
President
Park City Marketing
Turning Learning Into Action
Monday, March 22, 4:30 PM – 5:30 PM
In this session we will discuss how to apply Richard’s strategies within your own company. Talk about the program that needs to be put into place and start thinking of a name for it. Plan your next steps for turning what you’ve learned at the Executive Track into action in order to achieve the most sales success.
Speaker: Richard Currier
President
Park City Marketing
