Schedule
Tuesday, May 7 | |
8:30 AM - 12:30 PM | Workshop: Mapping the Customer Journey - Capturing Value and Growing Revenues CEOs, VPs of Sales and Marketing, and VPs of Customer Success should consider this workshop if trial conversion rates are lower than expected or needed; Free to paid conversion rates are not performing to plan; churn is higher than your business model predicts or can sustain, upsell is not meeting target, or you need to kick start this process now. Additional Fee Required Leader: Ken Rutsky, President, KJR Associates |
8:30 AM - 12:30 PM | Workshop: Down-to-Earth Pricing for the Cloud No question about it: your company's products solve BIG problems. But are you getting paid fairly for the value they deliver? Does your pricing model – what you charge for, the packaging, price levels and discounts – help generate the right level of sales? If you attend this workshop you will learn how to develop or improve your pricing model to generate higher levels of revenue, more rapidly and at lower cost. We will cover the basics of software pricing and then apply these fundamentals to remotely hosted applications. The content is practical and down-to-earth, drawn from consulting engagements and industry sources. The materials are constantly refreshed to address changes in the competitive environment and lessons learned. This workshop is aimed at executives who make or influence decisions about B2B software pricing, packaging and licensing. People who will benefit the most are likely to be CxOs, marketing managers, product managers, and people in finance, among others. The workshop will give attendees the knowledge they need to make better decisions about their pricing model so they can increase or accelerate revenues. Attendees will receive a hardcopy of the presentation materials. SIIA members will receive a complementary 1-hour consultation. Additional Fee Required Leader: Jim Geisman, Founder & Principal, Software Pricing Partners, Inc. |
5:00 PM - 6:00 PM | Speed Networking AATC2013 officially kicks off with a speed networking session designed to introduce you to a large number of attendees in an efficient and relaxed way. |
6:00 PM - 8:00 PM | Opening Networking Reception After speed networking attendees are invited to attend our welcome reception located in the Gold Ballroom. Participation is free; sign-up during your conference registration. |
Wednesday, May 8 | |
8:00 AM - 8:30 AM | Registration, Breakfast, and Networking |
8:30 AM - 8:40 AM | Welcome Remarks Host: Rhianna Collier, Vice President, Software Division, SIIA |
8:40 AM - 9:05 AM | Winning in a Boundary-Free World: The Changing Shape of Todays Cloud ISV The emergence of the Boundary-free Enterprise™ is clearly reshaping what it takes to be a successful Cloud ISV. Not only are today’s Cloud-savvy Enterprise buyers looking for new kinds of solutions that often make innovative use of Mobile, Social and Advanced Analytics, but the pace of disruptive change is demanding that Cloud ISVs rethink and refine many aspects of the core business. This presentation will highlight the key trends framing business computing today, as well as take a close look at how Enterprise buyer demand is evolving – including Cloud solution deployment preferences and timeframes.
Presenter: William McNee, Founder & Chief Executive Officer, Saugatuck Technology Inc. |
9:05 AM - 9:35 AM | Keynote: The Netflix Open Source Cloud Platform The Netflix streaming service runs as a "Cloud Native" application. For the last few years Netflix has been releasing individual components as open source projects at netflix.github.com, and this year we are working to fill in the gaps and provide a complete cloud based platform that can be adopted and customized by anyone who is looking for a highly scalable and robust solution. In this session Adrian will provide an overview of his cloud strategy and how they launched the Netflix Cloud Prize, to encourage external contributions over the coming months. Keynote: Adrian Cockcroft, Director of Architecture, Cloud Systems, Netflix |
9:35 AM - 10:05 AM | Beyond Borders: Oppportunities NOW Do you frequently asked, "How can my business expand into new markets with maximum effectiveness? What are the strengths and weaknesses of global markets?" Expanding into global markets is an exciting and rewarding process for growing technology companies. When it is done properly, it will lead to higher profit margins, wider recognition of the company's technology and, ultimately, a higher market value for the enterprise. In this session you will hear the state of technology in international markets, what competition lies in those markets and the key differentiators that are critical to your market entry strategy. Moderator: Ken Wasch, President, SIIA Panelists: Ruben Hernandez, Customer Development Consultant, Greater San Jose Hispanic Chamber of Commerce John Jacobson, President & CEO, BC Innovation Council Matt Roberts, Managing Director, United States Information Technology Office Frits Veltink, Managing Director, SaaS Energy |
10:05 AM - 10:30 AM | Networking Break in Partner Pavilion |
10:30 AM - 11:10 AM | Data: Taking Over the Business World The data technology landscape is evolving at a rapid pace and significantly disrupting most industries. While we now understand the importance of data analytics, most companies are still in their "data strategy infancy". In this session we will hear from the leaders driving this data evolution. They will provide insight on leveraging data analytics to be succesful today and what's the future of data driven businesses. Moderator: Jeffrey Kaplan, Managing Director, THINKstrategies Panelists: David Abramson, Director, Product Management, Logi Analytics Eileen Boerger, CEO & Director, CorSource Technology Group, Inc. Hubert Palan, VP, Product Management , GoodData Brad Peters, CEO, Birst, Inc. |
11:10 AM - 11:35 AM | Cloud + Mobile Monetization This presentation provides a review of the business strategy and technology platform options for ISVs developing and delivering next generation cloud + mobile solutions. Key differences between the mobile consumer and mobile enterprise markets are explored. Various approaches to implementing enterprise application store concepts are examined. Opportunities to leverage new mobile consumer monetization methods in the mobile enterprise space will be presented. A series of specific cloud + mobile ISV monetization cases will also be reviewed in the context of both the monetization strategies and the related build vs. buy enabling technology platforms. Presenter: Russell Hertzberg, Vice President, Technology Solutions, SoftServe Inc. |
11:35 AM - 12:20 PM | The Next Generation The 2013 SIIA NextGen company CEOs come together to discuss the Next Generation of Our Industry. These innovators will share expert advice on starting and growing a business today. Moderator: Paul Clemmons, Principal, Deloitte Consulting, LLP Panelists: Suresh Balasubramanian, Chief Executive Officer, Armor5 Hart Cunningham, CEO, Integrate Marc O'Brien, VP, Business Development, xTuple Morris Panner, Chief Executive Officer, DICOM Grid Igor Soshkin, Chief Executive Officer, Shopping Cart Elite |
12:20 PM - 1:10 PM | Networking Lunch |
1:10 PM - 1:35 PM | Getting to Pay-per-Use Nirvana - Charging Customers for What They Actually Use Usage based business models bring the long sought after transparency between vendor and end-user to life while providing a plethora of benefits to everyone involved. For end-users it becomes much easier to draw an association to what is being used and what is being paid for and for vendors it is a great way to reach the widest range of markets while making customer lifecycle management much more effective.
Presenter: Shlomo Weiss, Vice President, Cloud Solutions, SafeNet, Inc. - SRM Group |
1:35 PM - 2:15 PM | VC & Investor Outlook Leading investors discuss the venture capital state of the industry and provide tips on building a successful company with the right team in place. Moderator: Dylan Tweney, Executive Editor, Venture Beat Panelists: Todd Gardner, CEO, SaaS Capital Craig Hanson, Partner, Next World Capital BJ Lackland, CEO, Lighter Capital Lars Leckie, Managing Director, Hummer Winblad Venture Partners |
2:25 PM - 3:05 PM | Breakout Sessions |
Close Deals | Customer Strategy = Success It is no longer about customer support but rather Customer Success. Today it is essential that companies map our their customer's journey and leverage customer care and analytic tools to enhance the customer experience. In this session you will learn how to transform your company into a customer centric business and build an experienced customer success team. A strong customer focused strategy = Success! Moderator: Anthony Nygren, Executive Vice President, EMI Strategic Marketing Panelists: Jan Aleman, CEO, Servoy Dennis Hodges, CIO, Inteva Products LLC Nick Mehta, CEO, Gainsight Guy Nirpaz, CEO, Totango |
Form Partnerships | Partnering for ISV Success The bottom line is that the most successful ISVs today rely increasingly on technology and service provider partners to expand their capabilities, markets, and overall increase their market value. In this session, you will learn new ways to leverage partners to overcome business and technology needs and better serve your customers. Moderator: Treb Ryan, Chief Strategy Officer, Dimension Data CSBU Panelists: Feyzi Fatehi, Chief Executive Officer, Corent Technology, Inc. Lou Guercia, President and CEO, Scribe Software Kevin O'Brien, Senior Director, ISV & SaaS Strategy for Worldwide Alliances and Channels, Oracle Corporation David Roth, CEO & Co-Founder, AppFirst |
Make Contacts | The New Chapter of Marketing Today's professionals are plugged in, synced, integrated, connected, you name it. So how can your marketing message reach them through this forest of virtual noise. Join us as marketing experts converge to provide tips and best practices on how to effectively market to your audience. In this session you'll learn email best practices for segmenting your lists, targeting your messages, and reaching the increasing mobile prospect/customer. Moderator: Ken Rutsky, President, KJR Associates Panelists: Brian Bell, Chief Marketing Officer, Zuora Justin Chugg, Director of Marketing, Telarus Christopher Dean, Chief Revenue Officer, Urban Airship Doug Wick, Director of Product Marketing, Digby |
3:05 PM - 3:45 PM | Breakout Sessions |
Close Deals | Empowering Your Mobile Workforce = Success Business executives today need to be connected with their business at home, at the office, around town, and on the road. The mobile technology landscape is changing fast. If you are not keeping up with this rapidly evolving space you may be holding your workforce back. Here how CEOs are embracing mobile services to empower their workforces all the while maintaining the security of their data and business processes. Empowering a mobile workforce = Success! Moderator: Cesare Garlati, Co-Chair Mobile Working Group, Cloud Security Alliance Panelists: Anne Bonaparte, CEO & President, Xora, Inc. Sriram Chakravarthy, Vice President of Product & Engineering, TIBCO Peter Price, CEO, Webalo Leo Tenenblat, CEO & Co-Founder, AppMesh |
Form Partnerships | Case Study: Successful ISV Partnering in the Cloud Partnerships can be powerful. By leveraging the collective strengths of two ISVs, both companies are strengthened and positioned for exponential growth through partnership. Cloud companies have even greater opportunity because their model provides for a rapid go-to-market that benefits both their joint customers and the partnership. Join Warren Davidson, Director, OEM CLoud, from SuccessFactors and Rick Nucci, Founder and General Manager of Dell Boomi, as they present a case study on partnering in the cloud. They’ll discuss why their OEM partnership has accelerated growth for both companies. You’ll also learn how to partner for success and what you can expect as a result of partnering with another ISV. Along the way Warren and Rick will share some of the possible pitfalls to help you ensure your own success in recruiting, securing and managing partnerships in the future. Presenters: Warren Davidson, Director, OEM Cloud, SuccessFactors Rick Nucci, Founder & General Manager, Dell Boomi |
Make Contacts | How Leading Marketers are Using Social Media There is no doubt that social media has the potential to increase brand awareness, drive lead generation, and communicate with prospects. However, most organizations and marketers are still not sure how to fully leverage social media. Yet, research shows that marketers will continue to increase social media efforts and resources. In this session, you will hear how leading marketers are using social media and measuring ROI. Moderator: Doug Pepper, General Partner, InterWest Partners Panelists: Patience Elfving-Yi, Director of Channel Partnerships , Kenshoo Social Jason Miller, Social Media Strategist, Marketo Liz Pearce, CEO, LiquidPlanner |
3:45 PM - 4:30 PM | Breakout Sessions |
Close Deals | Risk Management & Security = Success Information risk and security is always top of mind for any business leader. The threats posed to organizations are real and becoming more challenging. Learn how to gain a clear view of your environment and the threats your organization faces as the panel discusses the emerging trends in security and risk management. Security and risk management = Success! Moderator: Jeff Spivack, Principal, Grant Thornton LLP Panelists: Mr. Frank Bruno, Director & Senior Business Strategist, Iron Mountain Intellectual Property Management Orus Dearman, Director, Advisory Practice, Grant Thornton Gerry Grealish, VP, Marketing and Products, PerspecSys John Moss, SVP & General Counsel, Commercial, salesforce.com Rand Wacker, VP of Product, CloudPassage |
Form Partnerships | How Cloud Solutions Work Together in an Integrated Fashion More and more vendors are working together to provide a cohesive environment that supports flexibility and scalability regardless of resources that come in to play. In this session, you will hear how cloud solutions can work together in an integrated fashion to better serve your customers. Moderator: Mark Levitt, Director, Business Cloud Strategies, Global Wireless Practice, Strategy Analytics Panelists: Gurvinder Ahluwalia, CTO, Cross-brand Cloud - West Region, IBM Robert Hull, Founder, President, Adaptive Planning Ross Mason, CTO and Founder, MuleSoft Colleen Smith, Vice President, SaaS/Cloud, Progress Software Ray Solnik, US President, Appnomic Systems |
Make Contacts | Selling More with Sales Intelligence Leading companies today are effectively using sales intelligence to gain competitive advantage. In this session, you will hear how leading companies are effectively using real-time insight to better understand prospects needs and interests. Moderator: Bruce Cleveland, General Partner, InterWest Partners Panelists: Mark Cunningham, Founder & CEO, Indicee Inc. Brian Kelly, CMO, InsideView Marc Miller, CEO, SpearFysh, Inc. Margaret Roy, VP Sales & Marketing, GageIn |
4:30 PM - 4:45 PM | Networking Break in Partner Pavilion |
4:45 PM - 5:30 PM | 2nd Annual Who Wants to be a Cloud Geek? The 2nd Annual Who Wants to be a Cloud Geek gameshow will feature platform, infrastructure, and application providers competing for the coveted title of top Cloud Geek in this lighthearted trivia game. Join the fun as you watch your peers compete, all the while testing your own knowledge and networking with colleagues. This will be an opportunity to grab a drink and enjoy a fun session at the end of a busy program day. Contestants: Dave Batt, CEO, FPX Rick Nucci, Founder & General Manager, Dell Boomi Treb Ryan, Chief Strategy Officer, Dimension Data CSBU |
6:30 PM - 9:00 PM | Annual Offsite Networking Event Sponsored by Dell Boomi - The #1 Integration Cloud You definitely won't want to miss this blow-out event with lots of food, plenty of drink and networking! |
Thursday, May 9 | |
8:15 AM - 8:45 AM | Breakfast and Networking |
8:45 AM - 8:50 AM | Opening Remarks |
8:50 AM - 9:20 AM | Keynote Presentation: Rethinking Cloud and IT Value Many would argue that the benefits of Cloud Computing are primarily cost reduction and business agility. Joe Weinman, the founder and author of Cloudonomics: The Business Value of Cloud Computing, argues in this presentation that IT generally and cloud computing in particular can be a strategic necessity, dispelling many myths about the cloud along the way. From operational excellence, to product leadership, to customer intimacy, to customer experience, to accelerated innovation, IT and the cloud—complemented by mobility and big data—can form the basis for strategic differentiation. In today’s world of global hyper-competition, exploiting such strategies is required for success—and even survival. Keynote: Joe Weinman, Senior Vice President, Cloud Services and Strategy, Telx |
9:20 AM - 10:05 AM | Go Beyond Innovation - Be Disruptive Forget the status quo, you need to bring something new to the table to be successful in today’s economy. You have to look at your product or service in a new light, from a different perspective, and figure out a way to improve the product or service in a way the market does not expect. In this session you will hear from CEOs who have done just that, completely changing their respective markets along the way. Hear how these movers and shakers approached their markets in such a unique way that they distinguished their companies from their competitors and became market leaders. Innovation is a term of the past, today you have to be disruptive! Moderator: Phil Wainewright, Managing Director, Procullux Ventures Panelists: Christopher Dean, Chief Revenue Officer, Urban Airship Tom Gonser, Founder & Chief Strategy Officer, DocuSign Anthony Nemelka, VP, Business Development, Badgeville Dave Yarnold, CEO, ServiceMax |
10:05 AM - 10:35 AM | Keynote: Future of Cloud: Will Diseconomies of Scale Break the Silver Lining It’s ironic that with the advent of cloud computing (an inherently decentralized model) we remain centralized infrastructure lemmings. In addition to being ridiculously expensive, centralized models are riddled with dis-economies of scale: utilization/physical footprint, power, vulnerability (single throat to choke) and bandwidth. On the other hand, the largest peer-to-peer network in history (aka, the Internet) requires no “hub” and is built on a decentralized, distributed architecture where global bandwidth, processing power, content and infrastructure are easily accessible. Skype applied this P2P model to solve the problem of expensive long distance calling. What’s next? In this “white board” session, we will challenge the audience to think about their own infrastructure and data challenges, and ask them to open their minds to re-think the possibilities of solving IT challenges in new and perhaps unheard of and unconventional ways. Keynote: Margaret Dawson, VP, Product Marketing & Cloud Evangelist, HP Cloud Services |
10:35 AM - 11:05 AM | Networking Break in Partner Pavilion |
11:05 AM - 11:30 AM | Reduce Churn and Drive Revenue with Customer Success Management Insight into customer data can shape an organization’s customer experience strategy and impact the bottom line. Customer success management (CSM) has emerged as an important model to centralize data from all customer interactions, proactively monitor customer satisfaction, understand product usage and anticipate customer behavior. In this session, attendees will learn CSM best practices, tips and real world examples of how a unified view of customer data can increase customer retention and drive revenue. Presenter: Nick Mehta, CEO, Gainsight |
11:30 AM - 12:15 PM | The Next Generation The 2013 SIIA NextGen company CEOs come together to discuss the Next Generation of Our Industry. These innovators will share expert advice on starting and growing a business today. Moderator: Paul Clemmons, Principal, Deloitte Consulting, LLP Panelists: Ryan Fuller, Chief Executive Officer, VoloMetrix Shankar Krishnamoorthy, Chief Executive Officer, Asteor Software Private Limited Tony Nethercutt, Chief Revenue Officer, PlaceIQ Ray Solnik, President, Appnomic Systems, Inc. Matt Talbot, CEO/Co-Founder, GoSpotCheck |
12:15 PM - 1:00 PM | Analysts Roundup - Your Opportunities Ahead Back by popular demand! In this session, we put leading analysts on the hot seat as they discuss and debate the conference content and the future of our industry. From the impact of mobile applications, social networks, real-time analytics, and "Big Data", nothing is left off the table. You will leave this session with concrete insight into the opportunities and expert advice on how to increase your market share. Moderator: Michael Riegel, Vice President, Mobile & WebSphere Solutions, IBM Corporation Panelists: Jeffrey Kaplan, Managing Director, THINKstrategies Maribel Lopez, CEO, Lopez Research Bill McNee, Founder & Chief Executive Officer, Saugatuck Technology Inc. Phil Wainewright, Managing Director, Procullux Ventures |
1:00 PM - 1:15 PM | Conference Closing Remarks |
1:30 PM - 3:30 PM | 28th Annual SIIA CODiE Awards Luncheon |
