We increased our close rates by 5%, resulting in $400k found money every three months.
Managing Partner, CSO Insights
Jim Dickie is the Managing Partner of CSO Insights; a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. He has over 29 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies.
Jim is also a contributing editor for CRM Magazine, CustomerThink, SoftwareMag.com, a contributing author for the Harvard Business Review; and the author of The Chief Sales Officers Guide to CRM, Insights into High Tech Sales and Marketing, and the co–author of The Sales & Marketing Excellence Challenge and The Information Technology Challenge. He is a board member for Baylor University’s Center for Professional Selling, a member of the Senior Advisory Board for William Patterson University’s Russ Berry Institute for Professional Selling, and a guest host on World Business Review, a Trustee for The Morris Animal Foundation, and an often–requested keynote speaker at sales effectiveness, sales management, CRM and Web 2.0 conferences.
Founder and CEO, Zuora
Tien Tzuo joined Zuora after 9 years at salesforce.com. Tien was one of the “original forces” at salesforce.com, which he joined in 1999 as the 11th employee, when the company was still operating out of a house on Telegraph Hill in San Francisco. In his 9 years at salesforce.com, Tien built salesforce.com’s original billing system and held a variety of executive roles in salesforce.com’s technology, marketing, and strategy organizations, including building out the product management & marketing organization, serving as Chief Marketing Officer for two years, and most recently as Chief Strategy Officer.
Tien personally oversaw the vision, direction, and design of the first 17 releases of salesforce.com’s award winning product line, including overseeing the launch of salesforce.com and the AppExchange. In 2004, Tien was named CMO of the Year Finalist by the CMO Council and BusinessWeek Magazine. Tien is also widely recognized as one of the thought leaders in the software–as–a–service industry. His podcast on the Secrets of Salesforce is widely cited and has been downloaded over 250,000 times since it was first published.
Prior to salesforce.com, Tien was at CrossWorlds Software, where he launched CrossWorlds’ Telecommunications business unit focused on integration with billing systems such as Portal, Kenan, Amdocs, and MetaSolv, and at Oracle Corporation where he managed several of Oracle’s largest Telecommunications accounts, including MCI, NYNEX, Bell Atlantic (now Verizon), and AT&T. Tien holds a bachelor’s degree in electrical engineering from Cornell University and a master’s in business administration from the Stanford Graduate School of Business.
Independent Director, Advisor & Investor
Steven Mankoff has over 20 years of experience in the software industry and currently serves on the Boards of ConvergeOne, Insights OnDemand, Nomis Solutions, and SignalDemand and is an advisor to Cloud9 Analytics, CodeObjects, Genstar Capital, Neuvora, and NorthStar. Previously, Steve worked as Senior Vice President Global and Technical Services at Siebel Systems, Inc. which was acquired by Oracle Corporation in 2006. Steve was a member of the Founder’s Circle of first employees and the Siebel executive management team.
As Senior Vice President Global and Technical Services, Steve was responsible for Siebel’s global Expert Services, Education, Professional Services, Quality Engineering, Technical Account Management, Technical Support, Customer Satisfaction and Offshore Development programs. The combined organization had over 2,100 employees, over 700 dedicated contractors and annual revenue approaching $1 billion. Prior to Siebel, he held various product, marketing, and sales management positions at several software companies including Oracle. He earned a Master of Science in Management from the MIT Sloan School and a Bachelor of Science in Electrical Engineering from Brown University.
President & CEO, Affectiva, Inc.
David Berman is the President & CEO of Affectiva, Inc. and serves on the Boards of Confidela and ooVoo. He is known throughout the Software-as-a Service industry for his highly effective sales methodology and leadership skills, which have played a key role in his success as a senior executive at top Fortune 500 companies.
Before working at Affectiva, David served as President of Worldwide Sales and Services at WebEx Communications, a Cisco company. In this role, he was responsible for WebEx’s $500M revenue plan, 50,000 subscription customers, and the go-to-market strategy.
His team represented about a third of the WebEx workforce, and included sales, services, channels, system engineering and operational support. David created and implemented the revolutionary web-touch sales model, which was key to the company’s 100X revenue growth.
A WebEx veteran, David was often referred to as the “third founder” by Subrah lyar, Chief Executive Officer at WebEx, Chairman and Co-Founder. David’s contributions were critical to the company’s successful IPO in 2000, the leadership position WebEx holds in both web meetings and the software-as-a-service industry, and the noteworthy acquisition by Cisco for $3.2B in 2007.
Before joining WebEx, David worked in the Employer Services Division at Automatic Data Processing for six years, where he was responsible for building high-performance sales teams in a variety of leadership positions. He began his professional sales career at Xerox corporation.
David holds a bachelor of business administration degree from the University of San Diego, California.