Taking C.A.R.E. at Dreamforce

Nov 18, 2019
5 min read
Dreamforce is finally here. See where you can catch Xactly's thought leaders and save your spot for the XactlyLovesMe Lounge from VP Solutions Evangelist, Erik Charles.

Ahh Dreamforce. Even after a year of attending Salesforce World Tour events in Boston, London, and Melbourne, it is the big show in San Francisco that I always look forward to attending. Dreamforce week starts on Monday, November 18th. Many of us are gathering to share our latest product developments and roadmaps, taking advantage of our gathering in the City by the Bay.

Xactly was created with our core values at the heart of our company. These C.A.R.E. values—Customer Focus, Accountability, Respect, and Excellence—are integrated into everything that we do as an organization. We know that Dreamforce can be full of activities and happenings so we created a special place, the XactlyLovesMe Lounge, where friends of Xactly can gather, enjoy great food and drinks, network, and have face-to-face time with executives of our company.

Where you can Find Xactly’s Thought Leaders at Dreamforce

Lean Data has brought back their OpsStars event at the Mint. Now sold out, this concurrent event during the week is an additional opportunity for individuals to pick up new tips and tricks that they can take back to the office at the end of the week.

I will be talking about the Rise of the Data- Driven Sales Leader. The secret to market-beating performance for today’s sales leader has been changing. The quota busting leaders leverage access to actionable, approachable data from across multiple streams and use that data to pivot to meet new market challenges. While the primary driver for sales remains the comp plan, understanding additional variables like geography, tenure, historical and peer attainment are equally critical factors for sales leadership. Swing by at 11:40 AM on the 19th in the Column Ballroom.

Continuing my speaking tour of the activities on Tuesday at Altify’s summit. I will join a great panel. Our topic at 1:45 PM on Tuesday at the Four Seasons hotel will be Sales Effectiveness & Operations Excellence: Inspiring Action and Adoption Across Your Revenue Team.

Here’s the focus of our lively debate and discussion: Every customer interaction should be an opportunity to deliver positive outcomes and build new opportunities. In this session, revenue leaders from leading enterprise companies will discuss operational best practices to improve sales effectiveness and revenue team alignment to increase sales velocity and revenue team productivity. Stop by and let us know what you think.

The night of the 19th you will find me at the Modern Sales Pros Happy Hour. This organization does a great job of running various salons throughout the year and across the nation, where different sales leaders meet to discuss their challenges and offer potential solutions.

On Wednesday, Xactly is serving breakfast, lunch, and happy hour cocktails at the XML Lounge!

On Wednesday, join us for coffee and breakfast bites at the XactlyLovesMe Lounge. Once you have fortified yourself, head over to Moscone West and the AppExchange Landing Theater by 10:30 AM. Xactly’s team will be participating in the Demo Jam for Sales Apps. This action-packed Demo Jam will have Xactly pitted against NC Squared, InContact, DocuSign, and Icertis.

We each have only three minutes to showcase the best of our sales apps with a real-time demo. The winner is chosen by the audience, so I am looking for my friends to come out and support! 

As you know, Wednesday night is, of course, the Dreamfest & UCSF Benefit Concert featuring Fleetwood Mac. They released an album last year covering their 50 years of music, and I am looking forward to the concert. We’re serving up cocktails at the XLM lounge before the event, bring your friends and enjoy our pre-party celebration!

On Thursday the 20th, start your morning with our founder and CEO Chris Cabrera at the Mint. This keynote in the Courtyard captures Chris’ passion for Reinventing Sales to Unleash Human Potential. He will lead a conversation on becoming a data driven sales leader, here’s how the abstract for his keynote reads: “What has gotten you to where you are, won't get you to where you need to be -- In order to survive as a sales leader, you need to re-think what you're doing, implement new processes and re-imagine what's possible for you and your teams. Learn how to achieve game-changing results and gain insights on the latest ways to plan, align, and leverage data and AI, to unleash the potential of your sales organization.” Chris will pull vignettes from his upcoming book, plus talk about the amazing opportunities for sales leaders in this new, artificial intelligence driven world where we operate. But he will not just talk technology, he intertwines it with the human factor that is still needed to sell.

After listening to Chris, duck over to Park Central, City at 11:00 for Maximize Your Revenue and Win Over the Enterprise Market. This Dreamforce Panel includes Josh Weckesser, Sr. Director Global Business Development for XactlyThe most successful partners know that selling with Salesforce is what enables you to see explosive growth and see the true potential of the Salesforce Ecosystem. In this panel discussion, Xactly, Place Technology, and Copado will discuss what it takes to engage these important audiences and how to create the most impactful collateral to get noticed and take your business further. Josh will use his history at Salesforce and Xactly to keep the conversation fluid and fun.

After listening to Josh, head BACK over to OpsStars for Xactly’s VP of Operations and Enablement Clark Green’s panel on Systems and Data Quality: Taming the Beasts to Ensure Great Customer Experience.

This 30 minute session starts at 11:50 AM.  According to Experian's 2018 Global Data Management Benchmark Report, 89% percent of U.S. executives believe inaccurate data is undermining a good customer experience. Systems alignment and data quality may seem harmless enough, but they become a two-headed monster when things get out of control. That tangled mess translates into lack of customer insights. Hear the experts talk about how they have been able to tame their systems and data, transforming these beasts into powerful information to drive superior customer experience. Clark will talk about Xactly has leveraged tools we have developed, plus those we have licensed for our own internal sales tech stack.

As your Thursday continues, head over to Park Central, Franciscan I at 3:00 PM. Xactly’s Vice President of Business Development James Dinette (JD) will be on a panel talking about the strength in numbers companies can achieve through partnerships. Better Together: How ISVs and SIs Can Deliver Maximum Value - When they join forces, SIs and ISVs can deliver amazing solutions. Join us for a panel session featuring seasoned SI and ISV executives and learn first hand best practices to engage, align, and go to market together. JD has built amazing relationships with partners at Xactly and at other enterprise companies before that, and brings a wealth of experience to share.

Thursday night we’re hosting an NFL Football Tailgate Party at the XactlyLovesMe Lounge from 4:00pm to the end of the game that should be a blast!

Regardless of your schedule—we can’t wait to see you at Dreamforce this year. Customer Focus. Accountability. Respect. Excellence. All of the core values of Xactly will be on display all week.

See you in San Francisco!

Erik Charles
Erik W. Charles
VP, Solutions Evangelist

Erik W. Charles is an accomplished professional with more than two decades of experience in Marketing, Consulting, and Product Evangelization.