The only Australian event focused solely on B2B tech marketers making the transition to data-driven marketing.
This event will feature industry best practices, including input direct from your marketing peers, on how to effectively put new types of data in the middle of B2B tech marketing strategies.
At this event, you’ll hear how today’s forward-thinking marketers are using data to drive pipeline, build new relationships with sales and deliver channel success.
Register
Please join us for the ROI Summit in Sydney and have the opportunity to:
- Hear from tech marketing thought leaders on the next generation of data-driven marketing
- Network with your technology marketing peers
- Get actionable advice on how to use data to drive pipeline, form new relationships with sales, and build better ABM and MQL strategies
- Obtain IT purchase insights direct from the source and more
The Tea Room QVB
The elegant Tea Room is located on the third level of the Queen Victoria Building in the heart of Sydney’s CBD. It is also just a 5-minute taxi ride from popular sites such as the Sydney Opera House and Darling Harbour. Public transport links are easily accessible, as the QVB Building is located directly above Town Hall Station.
Agenda
Tuesday, 10 September 2019
13:30
Registration and Light Refreshments
14:15
Welcome & Introduction
Jon Panker, Managing Director, APAC, TechTarget
14:25
Common Characteristics of Marketers Making an Impact in the Age of Intent
Mike Cotoia, Chief Executive Officer, TechTarget
Priscilla Lee, Digital Marketing Manager APJ, ServiceNow
TechTarget’s more than 1,300 clients are proactively building their businesses right now with our purchase intent offerings, which are directly actionable and mapped to the buyer’s journey. Every company has its own challenges in effectively using intent data to empower marketing and sales. But those doing so most successfully share some common approaches.
We’re joined by TechTarget CEO Mike Cotoia, who has visibility into how many organisations are leveraging intent insights. In this session, Mike offers up the characteristics that differentiate the marketers who are truly making a difference and some practical examples of how you can incorporate these tactics into your initiatives. Following his presentation, Priscilla Lee from ServiceNow will discuss how her role – and the skills she needs to be effective – are evolving in the age of intent.
15:00
Developing (and Executing) an Effective ABM Program
Jon Panker, Managing Director, APAC, TechTarget
It’s undoubtedly the acronym getting the most attention in B2B marketing. Despite all the talk about ABM and the effort going into delivering against a target account-focused strategy, what’s working? This session explores ABM successes and missteps in the B2B tech arena with an eye toward practical advice for devising, implementing and measuring an ABM program.
15:30
Break
15.45
Attribution and the Role of Marketing for Sales: Measuring Marketing’s Contribution
Presenter: Greg Wood, Marketing Director, Global Marketing, Marketing Sciences, Analytics, Insights and Operations, SAS
Panel Members: Amy Christopher, Director of Marketing APAC, Domo
Lauren Ginter, ANZ Marketing Manager, SecureWorks
In a session led by one of your colleagues, Greg Wood from SAS, we explore one of the biggest challenges marketers face: attribution. Greg will offer insights into how his team tracks and reports on the impact that marketing-led initiatives are making while facilitating a peer discussion about measuring marketing ROI across a variety of online and offline activities. See how other technology vendors are demonstrating marketing’s contribution and ensuring their leadership team credits marketing for generated and influenced pipeline.
16.15
Energizing Inside Sales With Pre-Purchase Insights
Greg Anderson, Vice President of APAC Sales, TechTarget
Gabrielle Kingston, Sr. Manager Field Marketing ANZ, Ivanti
Joshua Hatton, Sales Development Rep, Ivanti
According to recent research, sales development teams now deliver the largest portion of the sales pipeline (38%). Despite the growing importance of inside sales, too many SDR teams are held back from delivering even greater pipeline impact by continuing to use ineffective, volume-based approaches. Intent data has the ability to warm up the traditional cold call and turn a qualification-based outreach into a meaningful first engagement. In this session, the ANZ field marketing leader at software firm Ivanti and her inside sales rep share the secrets to their successful working relationship and how intent-based insights have made a measureable impact on their business.
16.45
Effective Marketing in Today’s Evolving IT Environment
Panel Members: Tim Reid, IT Director, Asia Pacific, Campari Asia Pacific
Kevin Howland-Rose, Director, Corporate Information Systems at Sydney Local Health District
The ever-changing IT world has made it harder than ever to determine the right people who will be influencing and finalising decisions for your solutions. From digital transformation to cloud and devops, different personas (including line of business) are weighing in on what their companies should buy. In this lively discussion, you’ll meet your prospects – the various constituencies within an organisation who evaluate, recommend and decide which solutions to purchase. You’ll learn more about how buying committees are engaged in cross-functional collaboration to make smart decisions in a more agile manner.
17:15
Closing Remarks
Jon Panker, Managing Director, APAC, TechTarget
17:30
TechTarget’s 20th Anniversary Celebration
Join us for drinks and canapes as we mark TechTarget’s two decades of delivering ROI for B2B tech marketing and sales. This is a great opportunity to network with your peers.
19:30
End Session
Hear from technology marketing experts
Amy Christopher
Director of Marketing APAC, Domo
Lauren Ginter
ANZ Marketing Manager, SecureWorks
Joshua Hatton
Sales Development Rep, Ivanti
Kevin Howland-Rose
Director,
Corporate Information Systems at Sydney Local Health District
Priscilla Lee
Digital Marketing Manager APJ, ServiceNow
Greg Wood
Marketing Director,
Global Marketing, Marketing Sciences, Analytics, Insights and Operations, SAS
Tim Reid
IT Director,
Asia Pacific, Campari Asia Pacific
Gabrielle Kingston
Snr Manager Field Marketing, ANZ at Ivanti
Greg Anderson
Vice President of APAC Sales, TechTarget
Mike Cotoia
Chief Executive Officer, TechTarget
Jon Panker
Managing Director of APAC, TechTarget
Tom Walker
APAC Client Sales Consultant, TechTarget
Venue
The Tea Room QVB
Queen Victoria Building,
455 George St, Sydney NSW 2000, Australia
The summit changed my views on what is driving the buying process. It had lots of great ideas about helping sales through marketing intelligence.”
– Senior Manager, Channel Marketing, NetApp
Contact
Sponsorship Opportunities
Looking to sponsor the Worldwide ROI Summit Sydney? Contact us.
Jon Panker
Managing Director APAC
Resources for Marketers
Compiled of best practices and white papers, market research reports and ROI driven case studies, TechTarget’s Resources for Marketers provides technology marketers the information and insight they need to enhance their strategies.
To see readily available content, visit our Resource Library.
Blog
TechTarget’s blog is technology marketers’ connection to insight and resources from the TechTarget marketing team. Here, marketers will learn about TechTarget’s opinions, resources, and point of views on current marketing initiatives and strategies.
Please visit the blog to join the discussion.
