Sales is the engine that fuels the growth of every company big or small. The revenue generation machine takes many forms, and in B2B tech companies, the sales reps are that engine.
While it's obvious that Sales Reps must have high social skills and understand the power of persuasion, the cultural nuances they operate in dictate the processes and tactics they must follow.
The differences between the US and Europe are vast. When it comes to sales, it's these cultural nuances that lead to success or failure. The US is hyper aggressive and very transactional in nature while Europe is focused more on relationships and the European buyer take much longer to make purchase decisions.
Understanding how to navigate these cultural differences on both a macro level, but also at the country and city level is essential to run a successful sales organization and a successful international company.
Paige Bryant Douglass, Co-Founder, The Scale-Up Group
Sunil Dutt, Channel Sales, SI Relations, Alliances & Distribution, NUTANIX
Jeroen Ponsioen, Founder of Salestack.io
Daniel Douglass, Director Business Development, DragonSearch & Co-Founder, The Scale-Up Group
Markus Lühmann, Founder & CEO of Galaxonic
João Bocas, CEO, Digital Salutem
Jean-Richard Witteveen, Founder & CEO of Eccentrade
Pipedrive - How to organize your sales team for success
Pipedrive is a cloud-based sales software company based in Tallinn, Estonia and New York, USA founded in 2010.
Pipeline visibility and an activity-based sales philosophy combine to make sure your sales team focuses on the actions that drive deals to close, while a refined system of checks, balances, and reminders ensures no deal falls through the cracks.
Some of the topics that will be covered are:
How to define your sales process and create a pipeline
How to switch to activity-based selling
Productivity hacks to boost CRM effectiveness
We interact with products on a daily basis and build them into our lives. We wear technology. We talk technology and it steams into our very personal networks. We bring 4 companies on stage who look at making an impact on the synergy between communication, technology and how we create our own sense of identity.
Hussain Ahamed , Founder of MainTool
Brend Kouwenhoven, Co-founder of Travis Translator
Elias Suliman, Startup Program Manager at Teamleader CRM
Michael Nolan, CPO at eShopWorld
Bart Van de Wiele shows a live preview of Adobe's newest product: Adobe XD. (Formerly Project Comet) A cross-platform app for wire framing , visual design, interaction design, prototyping, previewing and sharing.
Matt Judge, CCO & Executive Principal at Eight Inc.
Matt is a designer that thrives at the intersection between business and design, inspired equally by creative polymaths such as Dieter Rams, Le Corbusier, the Eames’ and Vignelli’s, and business/thought leaders like Simon Sinek, Howard Schultz, Angela Ahrendts and Hans Rosling.
Matt joined Eight Inc. in 2010, leading teams of strategic designers and business creatives to deliver holistic, human-centric experiences, spanning the digital and physical realms. As sole Regional Principal of Eight Inc.’s EMEA operations, Matt grew the London studio from 4 designers to 30, working with clients like Jaguar Land Rover, Barclays (Wealth and Retail), Citi Private Bank, and His Royal Highness Sheik Hamden to deliver award-winning work.
Matt is now Eight Inc's Chief Communications Officer and based in the Eight Inc. San Francisco office.
He's also been keynote speaker at Harvard Business Review, Index Conference, Citi Mobile Challenge, Imperial College, Crystal Apple Creative Festival, and MasterCard StartPath.
We are 170+ strategic designers and business creatives connected across 12 studios, 7 time zones and 3 continents.
We believe people are far more interesting and complex than the narrow roles like ‘users’ or ‘consumers’. We think beyond purely ‘digital’ or ‘physical’, reality is more fluid and interconnected.
Our inter-disciplinary teams create holistic experiences that become more than the sum of their parts. This approach has generated extraordinary results and value for our clients like Apple, Citibank, Virgin Atlantic and Tesla.
Philipp Kanape, Creative Director at EN GARDE with focus on cross channel customer experience.
EN GARDE Design Company helps their clients to transform business across alltouch points.
EN GARDE Design Company is zero straight in.
Problems are identified and targets aligned which don’t stop or start at branding or advertising. They help their clients imagine, define, evolve and present their products to create a memorable customer experience.
EN GARDE Design Company bridge boundaries between technologies, media or departments.
Sometimes it’s an app, tool or piece of technology. Othertimes, it’s a user experience concept or an user interface prototype. Or it’s a radical business strategy. It could even be inventing a whole new brand or product category. Fairly often, it’s a new way to communicate with clients or employees. And typically, it’s all of the above.
The compass of EN GARDE Design Company heading is totally focused on the client’s business, offering holistic thinking instead of a siloed mindset.
EN GARDE Design Company is an international skilled team of 30 resourceful and creative technologists, designers, social media enthusiasts, content strategists, performance marketers and user experience experts.
They cover and mix digital, advertising, design, architecture, social, content and performance marketing to create inspiring consumer experiences across all touchpoints. And we do it with a smile.
Their approach of design has impact on the business of banks, insurances, telcos, retailers, publishers, hotel chains, hidden champions, public services, consulting firms and start-ups.
The advent of personalisation and technology has pushed Ad agencies to evolve with a more digitally aware audience. What's each panelist excited about for future of brand advertising?
Rens Verweij, Head of Strategy, VICE media
Ali Ronca, Global Brands Communications Manager, Booking.com
Simon Usiskin, Managing Director & Co-Founder, iQU
Noesjka Van der Helm,, Communications Director at Viacom
Host: Graham Rittener, Founding Partner, Zinc (Design & Innovation)
Kasper Brandi Petersen, Co-Founder, LABFRESH & The Cloakroom
Julia Van Zanten, Co-Founder, Lifesense Group
Joost Alferink, Co-Founder, 3Dabout.me
Zoe Philpott, Co-Founder at PHILPOTT Design & Ada.Ada.Ada.
Well-designed games have a unique ability to captivate and engage, educate and inspire, mobilize and transform. This workshop will explore how immersive games have been used for marketing, entertainment, education, tourism, skills-training, problem-solving and community-building.
Through contemporary case studies and an overview of game design principles, this workshop will address the following questions:
How can you make any experience… fun? How do you design for laughter, growth, discovery or cutthroat competition? What is the psychology of play? How might games be used for wellness, disaster preparedness, urban planning, or activism?
This hands-on workshop will give participants an opportunity to workshop their own game concepts in small break-out groups, and walk away with the fundamentals of creating a powerful game experience.
The only road on the future of insurance is Insurtech.
But what is that road made of?
And where are the oportunities in a fintech branch that atracted $1.7Billion in 2016?
The presentation is assembled so that topics and a brief explanation about them is presented followed by an imediate Q&A session on them, instead of the tradicional "talk, and questions in the end"
The aim is to maintain a certain flow and envolvence of the crowd making sure it´s more of a chat than a lecture.
Trust is a keyword for payment providers and solutions. Keeping user information safe and secure while delivering a easy and stable service at an affordable rate is key. So has anyone cracked this market and if no, why not?
Jerome Laredo, Vice President - EMEA and Asia at Lightspeed POS
Alex Weber, Head of International Markets at N26 Group
Ernst Moorman, Managing Director at SumUp Benelux
Callum McLoed, Business Development Director at BehavioSec
4 panelists share the tools they use to streamlines daily process and deliver results for themselves and the team. This panel covers a broad spectrum of software and hardware designed for efficiency and scalability for early to mid level companies, growing quickly.
Erik Visser, Business Development Manager at Oracle
Robert Kelly, CEO & Co-founder at Kongalytics
Nikbin Rohany, Founder & CEO at Absence.io
Elias Suliman,, Startup Program Manager at Teamleader CRM
Intrapreneurship is the act of behaving like an entrepreneur while working within a large organization.
Bringing entrepreneurs into corporations with the goal of making the business more flexible moving forward isn't an easy goal. But how does it work and how do you align all participants to focus on looking in the same direction and moving at speed?
Our Panel will talk about their experience and their attitudes to working an entrpreneurial mindset into big business.
Our host Sally Eaves is joined by:
Toby Lewis: Chief Executive at Novum Insights
Gene Murphy: EIR Bank of Ireland
Don Fontijn: ABN AMRO
Erik Vermeulen: Philips
The user is the heart of all things interaction. Flow, strategy and gratification patterns are constructed to empower the users overall experience. This evolution has even emerged in the world of new banking systems but what and where is this evolution taking us?
Jonas Huckestein - CTO - Monzo
Vlad Yatsenko - CTO - Revolut bank
Victor Trokoudes -CEO - Withplum
"Politics, not exactly the most innovative industry of the 21st century. What if we took a couple of hours to hack it?
Setting out to create "a digital revolution to democratise democracy", the authors of Democracy Squared, Jon Barnes & Jim Ralley, will spend a short time sharing their findings from the most pioneering uses of technology to democratise democracy before handing it over to the audience.
They will take participants through a rapid hack event in the hope of generating new solutions to old problems. New solutions which use technology to democratise democracy and to make 2017 and lot more hopeful than 2016 was.
If you think that it's not good enough that the democratic system hasn't changed one bit since Tim Berners-Lee founded the World Wide Web, then join us to get learn, get stuck in and hopefully be a part of a digital revolution to democratise democracy."
In our current climate what is real and what is fake? Are the media the moral police of truth where it comes to individual and brand?
John Kennedy, Editor, Silicon Republic
Pieter Haasnoot, Co-Founder, PUBLICISM
'In our current climate what is real and what is fake? Are the media the moral police of truth where it comes to safeguarding the individual and brand? Has the need for a sense of authenticity vanished and what is the new normal for the understanding of the truth where it comes to product and audiences'
John Kennedy, Editor, Silicon Republic
Pieter Haasnoot, Co-Founder, PUBLICISM
Jennifer Delano, PR guru, DelanoPR
Sextech is not just disruptive, it’s transformative. With a startling 30% of all internet content being porn, adult websites get more traffic than social networks, shopping and entertainment combined. 500 Startups estimates the industry to be worth upwards of $30 billion. And as an unprecedented number of women are founding SexTech companies and disrupting an established industry, there is no doubt that we are witnessing a 21st-century sexual revolution. So why then is there so much secrecy and shame and so little innovation and investment? Why have we been keeping sex in the bedroom and out of the boardroom?
Join us for a powerfully provocative panel with SexTech entrepreneurs and investors as we explore both the challenges of creating a sex-tech startup as well as the massive business social benefits of removing shame and stigma from the topic of sex.
Rianne Swierstra, Founder at RIANNE S
Marta Plaza, Co-Founder at Desire App
Chris Bakker, Commercial Director at Eropartner Distribution
Innovation is not an art, but a science. Many seem to believe innovation is some sort of magical craft, able to be harnessed only by voodoo masters, visionaries gifted with special abilities. That belief is false. The capabilities needed to crack innovation’s code are in us all. Well, actually in our younger versions of us! In this back to the future talk, we will discuss how acting like a child can let you embed, replicate, and scale innovation at all levels of your organization —startup, large corporate or even governments. By being question-centric and building on insights rather than ideas you can lift the veil on what was once thought impossible — innovation for everyone, every day.
- Innovation is for everyone, every day, - Innovation is not an art, it’s a science, - Innovation doesn't start with ideas, it starts with insights, - Run your organization on questions, not answers, - From Post-its and markets to Innovation-as-a-Process,
Fireside 1on1 Hosts:
Ann O'Dea, Ann O’Dea is CEO and co-founder of Silicon Republic, Europe’s leading technology and innovation news service, reporting online since 2001.
Hanneke Metselaar,Hanneke is the Program Director of 72andsunny. She combines entrepreneurial spirit with visual arts. Hanneke combines the day-to-day management of Thisisarobot with the development of character-based IP and the organisation and execution of workshops aimed at kids and teens that encourage the expression of individual creativity through hands-on artistic creations.
Rune Theil, Co-founder & CEO at Rockstart
Reinier Musters, Founding Partner at Orange Growth Capital
Luca Martinelli, Partner at b-to-v Partners AG
Toni Hasson, Global Alumni Program Manager at Microsoft Accelerator
This is a new session where we Invite 4 Investors to give direct feedback to 4 pre-investment companies on their Product / Team / Business model. This is an honest and developmental session to help each company get real and useful reactions to their product.
Confirmed Burn Session Panelist's are:
Louis Coppey - Point Nine Capital
Yannick Oswald - Mangrove Capital Partners
Marc Rougier - Elaia Partners
Floris van Alkemade - Henq
You will learn what possible changes could happen to your company after your company received for the first time a venture capital investment.
Some of the topics that will covered during the workshop: - Governance
- Information rights
- Board meetings
- Preparing for the next venture capital round
- Selling your company.
The workshop is about angel investing. Jaap Dekter and Dave Dirks are involved as partners of www.angelacademy.nl Angel Academy aims to educate (potential) angel investors on what it takes to become a successful angel investor in early stage companies. Angel Academy has the goal to stimulate that angel investors should invest more together, form syndicates and invest better.
Often successful entrepreneurs lack the skills to become a successful investor. We will highlight which skills are needed to become successful. That ranges from how to source and select startups, dealmaking, term sheets, assessments on team and due diligence, closing documentation but also we will touch upon topics like growth metrics and go to market strategies.
For founders seeking capital as most attendees of Uprise will most likely do we will give tips and tricks on where and how to find your angel investor, how to set up a deal with angel investors, which rights should you give them and which not and how to successfully work with your angel investors on bringing the company forward, growing your business, and work jointly to secure a next round of financing.
Are you an entrepreneur looking for investors take your venture to the next level? Do you want to start a business and wonder where to get the funds?
Too many startups are chasing VC money, despite the fact that only 0.1% of all companies are funded this way. Learn why VCs will most likely not fund your company, why it's harder to get a no than a yes from a VC, and what you should do about it.
In this talkshop, you will learn to think like an investor and learn to identify the right sources of capital for your startup; including business angels, friends, accelerators, public funds, and crowdfunding.
Nicolaj Højer Nielsen, Author of 'Startup Funding Book' / Copenhagen United
Bill Earner, Managing Partner at Connect Ventures
David Mozes, Regional Manager Benelux at Seedrs
Casper Arboll, Founder of Capdesk
You are at a stage in your companies life-span where you are looking at where in Europe or beyond is right for your company to move or have an office? What do different countries offer and why do certain vertical thrive compare to other environments. The Panel will talk about how countries focus on providing an environment for growth stage companies to succeed and thrive. PANELISTS: Sarah Leahy, startupdublin.com Bob Doyle, Head of EMEA & Latin America, London & Partners Philip Hammerstein, Commercial Specialist at US Department of Commerce, NTIA Pauline Roussel, Rainmaking Loft
Developers are the lifeforce of the majority of companies that exist in today's world. But where and how do you find the good ones? How can you possibly assess them if you're not technical yourself? And how can you feel confident that they'll sign a contract with your company rather than the next cool startup or large paycheck providing corporate?
Rick Brownlow, Geektastic
Andrew Stetsenko, Relocate Me
Enrico Heidelberg, Riot Games
Iwein Fuld, Squads
Using great People people (HR Managers) software, and systems to equip seed/small teams to encourage good employee engagement within their Tech Sector company, and set themselves up for success... essentially, a session pointed towards stand-alone HR managers and founders who are working on building their business operations at a Seed/pre-series A level.
Really want to open discussion around how great HR systems and processes, implemented early on, don't remove the "Human" part of the HR function, but give good founders and HR managers time to focus on the Human aspect, and not have to worry about a messy admin debt now or later (I'm not sure if this is as eloquent as it could be). Using technology to enable people in HR.
Andy Bellass, Co-Founder at bob HR aka hibob.
Marcel Molenaar, Country Manager LinkedIn Benelux
Andrew Stetsenko, Founder at Relocate.me
Emily Hayman, Solutions Engineer at Algolia
Coworking is 'sexy' right now, but is working in a shared workspace beneficial or detrimental to companies who value and want to create their own, unique company culture?
We'll discuss the pros and cons of sharing your space, team, and knowledge with the people of surrounding companies. Join the discussion for a frightfully-frank insight into how coworking helps or hinders global business growth.
Erik Micheelsen, Founding Partner at Innovation Embassy
Maz Nadijm, Founder at SoAmpli
Jorge Vega Matos, Marketing & Communication at Coliga
Henk Beijert, Founder & Startup Mentor at LaunchLab NL
Each year, thousands of highly talented graduates march straight from their graduation ceremony into the corporate life. Why? Because these large, established corporations have been around for decades and have a sort of omnipresence. In other words, they’re on the top of students’ minds.
So how can start-ups steal this talent before these corporates can sink their teeth in? We at RockBoost have been testing and optimizing our process of doing exactly that, and we’ve finally cracked the code. We’re now able to recruit the top 1% of university graduates before the competition can snatch them up.
During this workshop, our founder Chris Out will share his practical experiences of how we’ve been able to recruit only the best students from the Netherlands’ best business school to join RockBoost instead of the usual suspects.
After the workshop, you’ll have real actionable strategies to go out and get the talent you’ve always missed.