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| Event: |
Effective Sales Compensation in a Down Economy |
| Date/Time: |
May 19, 2009 from 6:00 p.m. to 9:00 p.m. |
| Location: |
Schwartz Communications Conference Center – 1st Floor
230 Third Avenue, Waltham, MA 02451 |
| Pre-Register: |
Free (paid members); $25 (new sales members);
$50 (non-members) |
| Walk-In Cost: |
$25 (paid members); $50 (new sales members);
$75 (non-members) |
Sales compensation is crucial for keeping your sales team highly motivated—and for your company's overall success. Join NETSEA and a panel of sales compensation experts at our upcoming networking event on May 19, when they will discuss how to:
- Retain your sales superstars and best customers
- Create incentives that drive the top and bottom line
- Adjust plans without turning off your sales force
- Set expectations and manage and reward accountability
They will share proven techniques and innovative models that motivate sales professionals and drive continued success. And they'll answer sales compensation questions and challenges raised by our audience in a lively and informative Q&A discussion.
Event Panelists
Other distinguished panelists are being confirmed.
Event Keynote
 Liz Cobb, Founder, Chairman and CEO, Makana Solutions
Liz Cobb is an innovator in the sales comp field. She founded two other incentive-compensation companies before her vision of self-serve on-demand sales compensation inspired her to create Makana Solutions. With the release of Makana Motivator Pro, her goal of providing an affordable set of easy tools to help with sales compensation planning, as well as administration, has been realized.
Prior to Makana Solutions, Cobb founded ViComp Management, Inc. and Incentive Systems, where she coined the phrase EIM (enterprise incentive management) and pioneered the market category. Under her leadership, Incentive Systems delivered the industry's first comprehensive software solution for incentive compensation, and grew the company to more than $22 million in revenues by 2002.
Cobb also held senior management roles at the Open Software Foundation, Computer Corporation of America, and Honeywell. Cobb earned a master's degree in computer science from Arizona State University. She is a magna cum laude graduate of Vanderbilt University, where she earned a bachelor of science in mathematics and computer science.
Event Panelists
Brian Geery, former Vice President of Sales, Litle & Co.
Brian has more than 20 years of experience building world-class technology sales organizations. Most recently, he was Vice President of Sales at Litle & Co. (www.litle.com), a SaaS company that specializes in processing Internet credit card transactions. While there, Brian developed and implemented a scalable sales process and recruited consultative, solution oriented sales professionals. Based on this work the Litle & Co. sales organization doubled sales from 2007 to 2008.
Previously, Brian was Vice President of Quota, Inc., a technology sales consulting firm. As a sales consultant, his sales, sales management and sales recruiting expertise has been tapped by CEOs and Sales Executives at over 100 technology or service companies, including Intel, EBSCO Information Services, HP, Forrester Research, Nortel Networks, Thomson Investment Software, Cambridge Technology Partners, Iron Mountain, and Fidelity Investments.
His strategies for sales success have appeared in numerous publications, including the Wall Street Journal and Selling Power magazine. Brian is former founder and president of the Sales and Marketing Toastmasters Association and former vice president of the Sales and Marketing Executives Association.
Mark A. Szypko, Managing Director of International Compensation, Salary.com
Mark Szypko is the Managing Director of International Compensation at Salary.com. In that role, he provides leadership and consultation on client data needs in compensation on a global basis. Mark has over 27 years of experience as a compensation practitioner, working for consulting firms and for corporations with a particular focus in the high technology sector.
Mark has held compensation, benefits and HR systems leadership roles for a number or organizations in his career including Honeywell, Digital Equipment Corporation, Wang Laboratories, Kronos, , Comcast, Progress Software and Lightbridge. In his roles, his experiences have taken him from the shop floor to the board room on a global basis.
Mark has extensive experience in all aspect of compensation, including the design, development, implementation and ongoing administration of compensation systems and programs including base pay, variable compensation, sales and executive compensation. Additionally, he has extensive experience in international benefits, mergers and acquisitions and HR systems selection and implementation.
Mark holds a B.S. in Business Administration from Suffolk University and an MBA from Western New England College with a concentration in Management Information Systems. Mark is also a Certified Compensation Professional (CCP) and is the recipient of WorldatWork's Lifetime Achievement Award. In addition, Mark is also a former Regional Vice President for WorldatWork and is currently a member of their certification program faculty and editorial review board.
Eric Schnadig, Senior VP, Worldwide Sales, Unica Corporation
Eric Schnadig is responsible for Unica's sales organization worldwide, including the direct and indirect sales channels, go-to-market strategies and alliances. Schnadig has more than 15 years of experience in sales and marketing associated with enterprise software. Prior to joining Unica, he served as director of North American Sales at Kenan Systems (acquired by Lucent Technologies in 1999). At Kenan, Schnadig and his sales team were responsible for more than $50M in annual revenues. Schnadig holds a Bachelor of Arts degree from Swarthmore College.
Agenda
Join us for a great evening of networking with business executives and thought leaders.
| 6:00 - 6:45 p.m. |
Registration dinner and networking |
| 6:45 - 7:00 p.m. |
Opening remarks and introductions |
| 7:00 - 7:30 p.m. |
Liz Cobb, keynote speaker |
| 7:30 - 8:00 p.m. |
Panel discussion |
| 8:00 - 8:30 p.m. |
Q&A with audience |
| 8:30 - 9:00 p.m. |
Additional networking |
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