Navigating the Profitability Paradox
Redefining Commercial Efficiency for Sustainable Growth
Sept 10 & 11 | Washington, D.C.
Register Now
Redefining Commercial Efficiency for Sustainable Growth
Sept 10 & 11 | Washington, D.C.
Register Now
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.
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.
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.
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.
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.
Day 1
2:30 pm - 4:30 pm - Executive Roundtables (choose 1)
Collaborative Commercial Strategy and RevOps Roundtable: Delivering Value Together
An interactive roundtable discussion that unites commercial strategy, planning, and revenue operations (RevOps). Co-hosted by industry leaders Adam Shehan and Seamus Ruiz-Earle, this session is designed for strategic sales leaders and operations professionals seeking to bridge strategic planning with execution excellence. Participants will engage in dynamic conversations, sharing insights and experiences to collaboratively address the challenges of aligning the GTM team, establishing a trusted fact base, and executional excellence. This roundtable is designed to foster rich, interactive dialogue, ensuring all participants contribute and gain valuable insights to enhance their commercial strategy and RevOps practices.
Shaping the Future: An Executive Advisory on Revenue Enablement Best Practices
SBI has partnered with the Revenue Enablement Society to discern top-performing teams from the rest of the market and provide the industry with benchmarks and best practices. The resulting report will provide insight into enablement scope, ability to deliver, the coaching impact on performance, and enablement team design. During this executive roundtable, Ray Makela along with a guest from the Revenue Enablement Society will preview the results of the survey to get participant perspective and feedback based on their experience.
Senior Revenue Leader Roundtable
Led by SBI Senior Partner, Tony Erickson, this discussion is for Presidents, CROs, and Heads of Sales to collaborate with peers about the biggest challenges they face to get peer- and GTM-expert perspective. Additionally, participants will provide input to SBI's latest research.
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 at TPG & Richard Perez, Lead Advisor, Sales and Go-to-Market Practice at Apax - GTM Models that are Delivering and Metrics to Measure
As the conditions shift unpredictably, the need to focus on foundation building remains crucial for value creation. Many companies think they have a tight understanding of their ICP and the organization is aligned, but more often than not it arises as an issue in diligence. In today's environment, it's not about selling harder, it's about selling smarter. Caroline and Richard will share stories where this model has played out successfully as well as when companies tried to be clever with negative impact.
2:15 pm - 3:30 pm
Maximize Coverage Model Yield
AI Applications that Drive Outcomes - A panel discussion with Seamus Ruiz-Earle, Managing Director & Founder of Carabiner Group, Aviso CEO Trevor Rodrigues-Templar, and Elio Narciso, Co-Founder and CEO of Scalestack
Convene
1201 Wilson Blvd, 30th Floor
Arlington, VA 22209
There are several hotels within walking distance of the venue as well as a metro line for those who would like to stay elsewhere. SBI has a discounted room rate of $307/night at the Le Meridien. The deadline to reserve that rate has past. Contact SBI to inquire about room availability.
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