Highspot Spark
Conference 2020

October 7-8 | Virtual
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Today is the day!

Spark a Bright Future for Enablement

At Highspot, we strive to deliver beautifully designed software with a spark of magic. Ready to experience that spark of magic live? Join the ranks of the brightest minds in sales enablement at the 2-day Highspot Spark 2020 customer conference. You’ll learn the best ways to enable your teams on Highspot, how to configure the product to suit your organization’s needs, and strengthen your sales enablement function as a whole.

Spark video

Spark Inspiration

Highspot Spark 2020 is all about shaping your organization’s sales enablement future and having fun at the same time. Hear from a diverse line-up of speakers that will inspire, educate, and empower you to get the most from Highspot.

spark inspiration

Spark Learning

Attend engaging workshops and brainstorming sessions to take your product skills and functional acumen to the next level. You’ll learn from some of the best sales enablement experts in the industry!

spark learning

Spark Community

Join our community of Highspot customers and product experts who push the boundaries of sales enablement. Come ready to network and collaborate in a dynamic environment!

spark community

Who You’ll Meet

sales, marketing, and enablement leaders icon

Sales, Marketing, and Enablement Leaders

highspot product experts and executives icon

Highspot Product Experts and Executives

peers from across the enablement community icon

Peers from Across the Enablement Community

Agenda

Choose your own adventure across the two days, with more than 24 engaging sessions and tons of roundtable discussions to get involved in. Attend sessions across 3 tracks — Spark Leadership, Spark Adoption, and Spark Productivity.

We will continue adding to our agenda up until the event. Don’t forget to check back for updates!

All times are in Pacific Time.

Wednesday, Oct. 7th
Thursday, Oct. 8th
Opening Keynote: Robert Wahbe, Co-founder and CEO of Highspot 8:00-8:50 AM
The Revenue Enablement Imperative
Our CEO charts the course for how enablement will become a primary growth engine for revenue teams worldwide. Robert will share a fresh perspective on our category’s evolution, unveil new Highspot capabilities, and show how, together, Highspot and our customers will create a bright future for enablement.
Roundtables and Networking Break 8:50-9:00 AM
Sessions 9:00-9:30 AM

Choose one that interests you the most:

Highspot 101: Advice for the New User
New to Highspot? This session is the perfect opportunity to dive in. Join others who were in your shoes not too long ago, with Highspot’s VP of Services, Gwen Sheridan, for a panel where customers will share their top tips for new Highspot users. Plus, we’ll show you exactly how to start accomplishing your enablement goals with advice on product, process, and driving successful change management for your new deployment.
Speakers Gwen Sheridan, VP of Services at Highspot; Adriane Maron, Global Sales Enablement Manager at SendBird
How Enablement Teams Build Bridges Between Sales and Marketing
Enablement teams are key in bridging the gap between sales and marketing. To do this successfully, they need feedback from sales usage and insights from pitching to develop a full understanding of what is working and what needs to be improved upon in their efforts. In this session, Jeff Fedro from FedEx Office will share tips on how combining sales feedback on content with sales analytics improves content immersion, thus driving more effective sales.
Speaker Jeff Fedro, Manager Sales Enablement at FedEx Office
Strategic Enablement Framework: Keys to Helping Your Revenue Team Unleash Its Full Potential
How should an enablement organization measure itself? How can a sales leader determine if her team is operating at the top of its game, or if there is room to improve? And if there is room to improve, how should we translate this observation into specific actions that the enablement team can drive? Hear answers to these questions and more from Highspot’s new VP Strategic Services.
Speaker Steve Hallowell, VP Strategic Services at Highspot
Roundtables and Networking Break 9:30-9:40 AM
Sessions 9:40-10:10 AM

Choose one that interests you the most:

Content: Hone Your Governance Strategy
Content planning and organization is critical to keeping reps engaged. Join this session for an introduction to content governance, where resident Highspot experts and our customers will discuss why it’s so important, share best practices from Highspot power users, and talk through the steps you’ll take in and outside of the Highspot platform. Maximize the value of your investment by maintaining a useful system — your reps will thank you!
Speakers Giulio Magni, Sales Enablement Director at Mimecast; Tingting Wu, Services Executive at Highspot
Virtual Enablement Fundamentals in a Post-COVID Business World
The sales landscape changes often but never as dramatically as in the current environment. In this session, we will learn from GM Financial how its sales teams leveraged Highspot to drive conversations with dealer customers in an industry dependent on face-to-face interactions during a time when that was not possible.
Speakers Zach Hyles, Product Manager; Deborah Malinowski, Assistant Vice President – Product Management – Marketing & Communications at GM Financial
Highspot Secret Sauce: Building a Value Framework to Enable Go-to-Market Teams
Many companies struggle to translate their product capabilities into business-centric value propositions for their customers. Without this connection, it can be difficult to engage senior stakeholders and have value-based conversations with customers. In this session, we’ll share the secret sauce behind how we solved this challenge at Highspot and what we learned from the exercise of building a value framework.
Speaker Haley Katsman, VP of Revenue Strategy at Highspot
Roundtables and Networking Break 10:10-10:40 AM
Sessions 10:40-11:10 AM

Choose one that interests you the most:

Guidance: Create Sales Plays with SmartPages
With many of our teams working from home, the importance of landing initiatives with your front-line and properly enabling them for success is critical. Sales plays are a tried and tested way of compiling critical activities, content, and guidance around your given initiative and centralizing that information into a consumable format for your reps. In this session, Highspot will guide you through how to create sales plays in Highspot using SmartPage™ technology. Bring your own scenario to this interactive session — an upcoming event, product launch, etc. — and walk away with a structure for your sales play that you can bring back to your team.
Speakers Katie Michie, Services Executive, and Abhijit Kini, Head of Customer Support at Highspot
Engagement: How to 10x Prospect Engagement Through Personalized Pitching
Tired of reps sending one-off pieces of content with lackluster engagement? Join us for a lively session where we’ll discuss a scalable formula to increase rep adoption and customer engagement. You’ll come away with ideas for templates as well as ways to get sales leadership reviewing insights that really help drive adoption.
Speaker Meg Hall, Senior Product Marketing Manager at Coupa
What Sales Leaders Really Need from Enablement
From onboarding and training to content and guidance, sales enablement can deliver a massive impact on revenue by driving the behaviors among revenue-generating teams that are necessary for effective buyer and customer interactions. However, their efforts will be fruitless without alignment with sales leaders on the outcomes they want to achieve. By understanding sales leaders’ top priorities, sales enablement professionals can design programs that turn strategy into action, and sales leaders can hold their teams accountable to those behaviors as a result.
Speakers Rich Liu, CRO and EVP of Sales at Trip Actions; Shawnna Sumaoang, Senior Director of Marketing at Sales Enablement PRO
Roundtables and Networking Break 11:10-11:20 AM
Sessions 11:20-11:50 AM
Engagement: Scale Your Outreach with Pitching
Roll up your sleeves and learn how to design and build effective outreach materials with Pitch Styles and Pitch Templates – scalable communication tools that reps can customize and track engagement on. Highspot product experts will be on deck to teach you how these two tools can be combined to drive engaging experiences, and how you can curate content and apply branding to make it simple for reps to share content with customers.
Speakers Stuart Thompson, Senior Solution Architect, and Dayna Vawter, Account Manager at Highspot
Leveraging Highspot Beyond Sales Teams
Enabling internal teams outside of sales on Highspot can make a huge impact on the way your other customer-facing teams collaborate, as well as on your customer’s overall experience with your product or service. Join us for tips and tricks on setting up an instance for your customer-facing teams, and the change management activities that help drive organic adoption and the expansion of usage within your organization.
Earning Your Seat at the Table: How the Best Enablement Leaders Drive Impact and Become True Partners to Sales and Marketing
With the mounting pressure of budgets and headcount, many enablement leaders are more focused than ever on making sure that the value they bring to the organization is indisputable. Hear from seasoned enablement leaders at SecurityScorecard, NVIDIA, and DocuSign about how they have become trusted partners to their revenue leaders and drive consistent business outcomes for their organizations.
Speakers Leon Hassid, Sales Enablement & Training Lead at SecurityScorecard; Heidi Castagna, Senior Director of Global Sales Enablement at NVIDIA; Paul Hamilton, VP Worldwide GTM Enablement at DocuSign; Steve Hallowell, VP Strategic Services at Highspot
Roundtables and Networking Break 11:50-12:00 PM
Closing Keynote: Patty McCord, Author & Former Chief Talent Officer at Netflix 12:00-12:50 PM
Innovating the Way We Work
Patty will share lessons learned from a historic tenure at Netflix, one in which she co-authored one of the most important company culture documents of modern times, “Netflix Culture: Freedom and Responsibility,” and how enablement leaders and practitioners alike can use radical honesty to build high-performing teams. This talk will be led by interviewer Dina Bass of Bloomberg News.
Speaker Patty McCord, Author & Former Chief Talent Officer at Netflix; Dina Bass, Seattle Bureau Chief & Tech Reporter at Bloomberg News
Interactive Roadmap Workshops Ongoing
Inventing the Future
We are eager to walk you through our latest product updates — and we want to hear from you, too. Join Highspot’s product team for one of our online, interactive workshops where you’ll gain insight into our product roadmap and have the opportunity to contribute new ideas. We can’t wait to show you what we’re working on! Workshop times to come, and advance registration will be required.
Speakers Jon White, VP of Product at Highspot, and team
Session 6:00-6:50 AM (2:00-2:50 PM BST)
Content: Hone Your Governance Strategy (EMEA)
Content planning and organization is critical to keeping reps engaged. Join this session for an introduction to content governance, where resident Highspot experts and our customers will discuss why it’s so important, share best practices from Highspot power users, and talk through the steps you’ll take inside and outside of the Highspot platform. Maximize the value of your investment by maintaining a useful system — your reps will thank you!
Speaker Justin Gotchall, Services Executive at Highspot UK
Session 7:00-7:50 AM (3:00-3:50 PM BST)
Analytics: Answer Your Top Business Questions with Highspot (EMEA)
In this session, we’ll introduce you to the most important reports you’ll need in Highspot and share best practices for making the most of your data. You’ll learn which reports to use to answer key business questions and get a preview of what’s coming next on the analytics roadmap. This is a great session for those new to Highspot or diving into analytics for the first time.
Speaker Danny Clarke, Director of Service and Sales Engineering at Highspot UK
Opening Keynote: Adam Blitzer, EVP & GM at Salesforce Digital 8:00-8:50 AM
The Future of Enablement: An Executive Conversation
Robert and Adam will share perspectives on the ongoing evolution of enablement, emerging industry trends, and lessons learned from their entrepreneurial experiences that can help guide individuals, teams, and leaders through uncertain times.
Speakers Adam Blitzer, EVP & GM at Salesforce; Robert Wahbe, Co-founder & CEO at Highspot
Roundtables and Networking Break 8:50-9:00 AM
Sessions 9:00-9:30 AM
How Highspot Customers Drive Successful Sales Training in 2020
In this session, hear from a panel of sales training experts as they discuss their Highspot use cases and share best practices for rolling out effective training across your organization.
Speakers Alex Whisenhunt, Manager of Revenue Enablement at Dialpad; Jessica Boyd, Revenue Enablement Manager, Anthony Mocny, Senior Product Marketing Manager, and Rob Baesman, Sr. Director of Product Management at Highspot
Sales Enablement at a Global Scale
Learn how to overcome the challenges of driving strategic sales enablement initiatives for reps across the globe. Come listen to Jeff Leslie of DocuSign share how his team localized their Highspot environment and leveraged engagement analytics to optimize the rep experience worldwide, helping them find content relevant to their region or specific initiatives, and in turn increasing adoption.
Speaker Jeff Leslie, Sr. Director of Field & Partner Enablement at DocuSign
What’s Working to Drive Success in the Current Climate
COVID-19 and the associated economic turmoil have created both challenges and opportunities for enablement teams. Hear from a panel of leaders at Rapid7, Optimizely, and Snap Inc. about how they are forging ahead to drive business impact despite a multitude of new obstacles.
Speakers Timothy Burke, Director of Global Growth Development and Programs at Rapid7; Scott Powell, VP of Strategy, Operations, and Enablement at Optimizely; Noelle Anderson, Senior Manager of Sales Enablement at Snap Inc.; Haley Katsman, Vice President of Revenue Strategy at Highspot
Roundtables and Networking Break 9:30-9:40 AM
Sessions 9:40-10:10 AM

Choose one that interests you the most:

How Sales Managers Can Onboard New Reps with Highspot
Impactful sales training is critical to the success of your reps but is often viewed as a series of tasks to complete and not a continuous journey. Come and learn how Icertis uses Highspot to engage their reps throughout their sales onboarding process and beyond. By making Highspot an integral part of your new reps’ first experiences, you can drive adoption and increase participation in your training programs now and in the future.
Speaker Carl Saxon, Director of Sales Enablement at Icertis
Highspot on Highspot: Pro Tip Panel
Join Highspot’s own internal power users for a conversation as they reveal their pro tips and tricks for leveraging Highspot. Learn about how Highspot “drinks its own champagne” in this panel discussion with enablement, marketing, and services, and walk away with ideas on how to enhance your efforts by function with Highspot features and use cases you may not have known about.
Speakers Devin Daniels, Revenue Enablement Manager – Solution Lead, Alicia Heagle, Manager, Revenue Enablement – Sales, Apryl Broach, Services Executive, Justin Topliff, Senior Product Marketing Manager, and Lucas Welch, VP of Corporate Marketing at Highspot
Nailing Your Virtual SKO and Other Major Events
Many of us are quickly realizing that our next sales kick-off will run through Zoom or the like. How can we recapture the energy and excitement of a traditional live event? Hear from leaders at SurveyMonkey and Icertis, as well as a seasoned enablement consultant, on how they have put on virtual training events that worked. The same techniques that lead to a great virtual event can help us push our organizations to evolve how we run ongoing trainings and even our eventual in-person SKOs. Let’s use this as an opportunity to sharpen our game!
Speakers JP Mantey, Senior Director of Sales Enablement & Culture at Icertis; Lisa Duncan, Director of Sales Enablement at SurveyMonkey; Roz Greenfield, Co-Founder & Chief Enablement Officer at Level213; Marissa Gbenro, Senior Manager of Content Marketing at Highspot
Roundtables and Networking Break 10:10-10:40 AM
Sessions 10:40-11:10 AM

Choose one that interests you the most:

Analytics: Answer Your Top Business Questions with Highspot
In this session, we’ll introduce you to the most important reports you’ll need in Highspot and share best practices for making the most of your data. You’ll learn which reports to use to answer key business questions and get a preview of what’s coming next on the analytics roadmap. This is a great session for those new to Highspot or diving into analytics for the first time.
Speakers Karishma Patel, Services Executive, and Will Dinkel, Director of Product Management at Highspot
Building a Partner-First Experience to Drive Channel Adoption
As channel ecosystems grow more complex, vendors who focus on enabling partners will come out on top. With Highspot, drive partner engagement and mindshare with guided channel enablement. In this session, learn how to take a partner-first approach to create personalized and targeted Highspot experiences that serve different partner’s unique needs, are seamlessly intuitive to navigate, and backed by the full power of Highspot analytics for complete visibility into partner activity. Optimize your channel enablement to empower your partners to drive business more effectively than ever before.
Speaker Sonduren Fanarredha, Product Marketing Lead at Kira Systems
The Transformational Impact of Agile Techniques on Enablement Teams
Agile methodologies have been used in software development for a long time, and now other functions are beginning to find success with this re-imagined way of working. Join TD Ameritrade Institutional’s enablement team for tips and tricks on how they use Agile to tightly align with sales and fulfill their needs more efficiently. Increased accountability and ownership, better visibility into timelines and team capacity, and open communication go a long way in building trust and relationships between sales and enablement teams.
TD Ameritrade Institutional, Division of TD Ameritrade, Inc., member FINRA/SIPC.
Speakers Nicola Hartery-Sampers, Senior Manager of Sales Enablement at TD Ameritrade; Ben Edwards, Managing Director of Organizational Performance at Gather; Oliver Sharp, Co-founder and Chief Solution Architect at Highspot
Roundtables and Networking Break 11:10-11:20 AM
Sessions 11:20-11:50 AM

Choose one that interests you the most:

Analytics: Data-Led Coaching to Boost Sales Performance
A sales manager’s primary goal is to develop effective sales teams. With Highspot, sales leaders have access to an added layer of analytics that uncover behaviors that their top reps practice to outperform the pack. Learn how Julie Levine and Jason Kim, sales leaders at Highspot, leverage those insights for meaningful coaching opportunities that drive sales success.
Speakers Julie Levine, Director of Account Development, and Jason Kim, Senior Manager of SMB & Commercial Accounts at Highspot
Highspot + Salesforce: What’s Possible
Hear from Martina Ward, Marketing Operations Leader at Verizon Connect, on how her team relies on Highspot’s integration with Salesforce to track activity and engagement data, giving them a 360-degree view of the account and enabling them to curate content based on its unique characteristics.
Speakers Martina Ward, Marketing Operations Leader at Verizon Connect; Kyle Connell, Senior Solution Architect at Highspot
Leading an Enablement Team Through Turbulent Times
Leadership is never easy, but the past six months have put unprecedented pressure on enablement leaders. The external environment is changing rapidly, leading to quick shifts in GTM strategies and rapid pivots by sales organizations. In some companies, this is set against a backdrop of budget pressure and layoffs. Executive Coach Karen Walker will frame a discussion with leaders from RingCentral and Monster about how they are guiding their teams during the storm.
Speakers Karen Walker, Executive Coach; Sheevaun Thatcher, Global Enablement Leader at RingCentral; Susan Savona, VP of Global Sales Enablement at Monster
Roundtables and Networking Break 11:50-12:00 PM
Closing Keynote: Angela Duckworth, Bestselling Author and Founder & CEO of Character Lab 12:00-12:50 PM
Grit: The Power of Passion and Perseverance
This can’t-miss keynote will take Angela’s groundbreaking research into the power of grit, detailed in her wildly popular TED Talk and New York Times bestseller, and apply it to the current challenges and opportunities the enablement community faces.
Speaker Angela Duckworth, Bestselling Author and Founder & CEO of Character Lab
Interactive Roadmap Workshops Ongoing
Inventing the Future
We are eager to walk you through our latest product updates — and we want to hear from you, too. Join Highspot’s product team for one of our online, interactive workshops where you’ll gain insight into our product roadmap and have the opportunity to contribute new ideas. We can’t wait to show you what we’re working on! Workshop times to come, and advance registration will be required.
Speakers Jon White, VP of Product at Highspot, and team