Navigating the Profitability Paradox

Redefining Commercial Efficiency for Sustainable Growth

Sept 10 & 11 | Washington, D.C.

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Learn from Industry Leaders

Can you afford not to evaluate your commercial efficiency and secure your company's growth?

Join industry leaders for an exclusive in-person event tailored for Presidents, CROs, Heads of Sales Enablement, and Heads of Sales Operations, where we unveil the latest insights from SBI Research, offering you a competitive edge in today's challenging market.

  • Exclusive Insights: Learn from the latest SBI Research on how market leaders are efficiently executing their strategies to achieve profitable growth.
  • Networking Opportunities: Connect with other industry leaders, including Heads of Sales, Company Presidents, and Heads of Sales Enablement and Operations.
  • Actionable Strategies: Discover practical solutions to lower GTM costs without damaging growth, improve coordination for cross-sell opportunities, and refine your coverage models.

Profitability Challenge

Profitable growth has become increasingly elusive. Rising costs and slowing demand have reduced the proportion of companies growing profitably by 19% year-over-year. Strategies focused solely on "growth at all costs" or aggressive cost-cutting have failed to deliver sustainable results.

Erosion of Commercial Efficiency

Sales and marketing costs surged by 68% from 2021 to 2023, driven by inflation and higher wages. However, the median revenue growth rate has fallen by 45%. This has made go-to-market (GTM) operations more expensive and less productive.

Investment Dilemma

While increased commercial spending could theoretically drive growth, EBITDA compression limits investment capacity. Most companies face tight operating ratios, making it challenging to increase sales and marketing expenses without risking EBITDA erosion.

Market Leading Execution

The top-performing 19% of companies, who outpaced the median rates for both EBITDA margin and revenue growth, achieved success through efficient execution. They managed to double their growth yield on sales and marketing spend without significantly altering their investment strategies.


Questions to be answered

  • How can you lower GTM costs without damaging your growth rate?
  • What are others doing in your space to cover the market differently?
  • How can you be more coordinated when pursuing cross-sell opportunities within the base?
  • What are the metrics you should monitor to determine if your coverage model is efficient?

 

Agenda

Day 1

  • 2:30 pm - 4:30 pm
    • Executive roundtables
  • 4:30 pm - 6:00 pm
    • Happy hour and networking

Day 2

  • 9:00 am - 9:15 am
    • Welcome remarks
  • 9:15 am - 10:30 am
    • Vince Lombardo, President of U.S. Payments and Payroll Solutions, Heartland Payments - Not just consultant speak: How the balance of productivity and efficiency works in the real world
  • 10:45 am - 12:00 pm
    • SBI Research - Unlocking the pipeline 
  • 1:15 pm - 2:00 pm
    • Panel Discussion - Caroline Ritter, Senior Advisor, Commercial Excellence, TPG - GTM Models that are Delivering and Metrics to Measure
  • 2:15 pm - 3:30 pm
    • Maximize Coverage Model Yield
    • AI Applications that Drive Outcomes

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