Speaker bio

Michele Buckley

Michele Buckley

VP Analyst
Michele Buckley is a Research and Advisory Vice President in Gartner's technology and service provider practice. She researches commercial go-to-market best practices and short-term program design that drive revenue and pipeline growth. Her research covers topics such as Revops, cross-sell upsell, revenue enablement, pipeline conversion, sales enablement and growing existing customers. Her most recent research focuses on activating cross-functional teams and reducing friction to improve commercial outcomes, particularly in large matrixed organizations that face challenges of scaling and cascading GTM strategy into execution at the global, regional and country levels.

Ms. Buckley's advice and feedback on GTM program design has helped multiple large technology clients grow their business units pipeline and revenue results in less than 12 months. In addition, she has been invited to present her thought leadership including the Gartner Cross-sell Upsell Blueprint at multiple Gartner events over the past five years including Gartner Tech Growth & Innovation Conferences, Gartner CSO & Sales Leader Conferences, and Gartner Marketing Symposium/Xpo.
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Monday, 18 May, 2020 / 08:45 AM - 09:45 AM BST
Keynote: Winning in the Turns

When does ‘normal’ change becomes a turn? Turns are times of uncertainty and change from the status quo. While some see turns as filled with challenges, leaders see them as opportunities, up to 5x more than their peers, according to Gartner research. The keynote looks at the multiple turns shaped by technological, customer, economic, regulatory and other changes faced by high tech leaders. Discover how you can better see turns, navigate and emerge victorious.

Monday, 18 May, 2020 / 11:15 AM - 12:00 PM BST
Three Scalable Sales Models that Drive Product and Services Growth

Today’s technology buying behavior is making a dramatic impact on sales effectiveness, creating a major constraint to growth for many vendors. This session will explore three scalable sales models that have proven to be effective for driving significant growth. Technology and service providers seeking to scale their sales teams and to grow faster than the market will draw insights from these sales models that have proven successful in leading technology vendors.

Monday, 18 May, 2020 / 04:15 PM - 04:45 PM BST
Innovative Examples of Sales Enablement Driving Double-Digit Results

Sales enablement programs need to adapt to the increasing complexity of today's technology buyers -- traditional product training is not enough. This session details real-world examples of sales enablement programs that have produced double digit improvements in new product revenue, pipeline yield, and time to first sale.  Gain inspiration and ideas from case studies that embrace new trends and technology specifically impacting sales enablement results.

Tuesday, 19 May, 2020 / 10:15 AM - 11:00 AM BST
Detect and React to Market Turns Before They Impact Your Business

In dynamic market conditions, it is essential that management strategy can adapt to and exploit emergent challenges and opportunities. Regardless of the specific technology segment, market shifts and hype cycles tend to reveal key signals early that amplify over time. The challenge for vendors is to detect, evaluate and react to these key signals before they negatively impact their business. Learn what approaches to insight and analysis are needed to avoid a distorted view of reality, and detect market turns before it’s too late. This session will outline:
1. How do we detect significant market turns before they impact our business?
2. What market signals are meaningful and what is noise?
3. When and how should management best react to a market turn to thrive?

Tuesday, 19 May, 2020 / 11:20 AM - 11:40 AM BST
Top 10 Critical Insights That Sales Needs to Engage With New Customers and Prospects

Many technology companies are overloading their salespeople with sales training and materials about their products as an attempt to be helpful, when in fact it is creating a burden — 76% of sellers say that sales enablement is adding complexity to their jobs. Meanwhile, product marketers are being asked to create more and more content to help improve sales effectiveness.  Attend this session to prioritize and focus on what key insights and content sales needs to succeed in acquiring new customers.

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