Intelligence in Sales: Driving Business Performance (ASIA PAC)

Main Organiser

Main Sponsor

INTELLIGENCE IN SALES DRIVING BUSINESS PERFORMANCE Our 4th Global Sales Transformation Event Tuesday 18th September, 09.00 - 17.00 at Klapsons, The Boutique Hotel, Singapore Registration begins at 08.15

In order to compete effectively in today’s tough marketplace, sales must respond at both a leadership and sales execution level; ‘Intelligence’ and Creativity are integral to such success. ‘Intelligence in Sales: Driving Business Performance’ is the 4th Global Sales Transformation event brought to you by Consalia & Middlesex University.

This event follows on from the hugely successful ‘Intelligence in Sales’ conference held at the London Stock Exchange earlier in the year, where speakers included Logica, SAP, Unisys and BP. We were also joined by the former Deputy Unit Head of the UK Hostage & Crisis Negotiation Unit, and Lieutenant General, Sir Graeme Lamb.

This conference will continue to explore the ways in which different types of ‘Intelligence’ can successfully influence the sales and marketing process.

Building on Pareto’s principle that a new idea is nothing more nor less than a ‘new combination of existing elements’, we have brought together expert speakers from a variety of disciplines to converge on the topic of intelligence and its uses in sales. We are joined by expert authorities in strategic military planning as well as leading global corporations, Google, Kraft, Autonomy and SAP. This unique and innovative blend of expertise will generate new perspectives on how to transform faster and more effectively than your competitors, and drive your organisation to greater levels of performance.

The forum will be followed by a full networking opportunity.

Tickets - just S$400 Refreshments and light lunch included. For more information and to purchase your ticket, go to http://www.consalia.com/events.htm, or contact Corrinne Sim, Consalia Asia-Pacific. Tel: +65 9732 3181 Email: csim@consalia.com

Conference Objectives: Explore how intelligence can be used to shape effective sales operations strategies for greater profitability Explore how to use intelligence to compete more effectively with large and complex accounts Investigate how organisations are using technology to maximise sales productivity

Key themes to be explored: To challenge our perceptions of selling: How much innovation really takes place in our world?

Can different frameworks of language influence the way we sell?

How a performance culture and a learning culture can co-exist

Who’s Participating: Senior level executives in: Sales, Marketing, Sales Operations, Large Deal Pursuit & Bid Activity, Outsourcing, Learning Specialists & HR, Academic & Training Specialists

The Sponsors: Consalia Ltd Middlesex University 2

Dr Philip Squire: CEO Consalia Phil started his career in the banking sector with Hong Kong and Shanghai Group (HSBC), where he took a sales role in the financial services industry. He joined Mercuri Institute in 1981 and in 1985 he left to set up a sales training and consultancy practice, ITC Network Ltd. In 2006 ITC Network was merged into Consalia, a joint venture company with Praxi (Italy’s largest HR consultancy group) and Development Systems (Spain and the Latin America’s largest HR consulting group).

Over 20 years Philip has provided consulting and training support to a wide range of leading brands such as Hewlett Packard, T-Systems, Ford, Tetra Pak, AT&T and Zurich Financial Services.

Phil is passionate about the role training & development plays in helping companies realise their business objectives. He recently completed a doctoral research project, which explored ‘Complex (Global) Account Selling Effectiveness’ and the extent to which a values based approach to developing relationships with customers enhances sales performance.

This research initiative has led to developing professional relationships with global leading academics as well as leading figures involved from industry. Much of the focus of Consalia’s approach to development and training is now based on addressing the core values required to be effective – values being the DNA of behaviour.

David Williams: IWBL, Director Business & Organisational Development David Williams is Director Business & Organisational Development at Middlesex University’s Institute for Work Based Learning.

Graduating with an MSc from Stirling University, David worked in the private sector for 20 years before joining the Education Sector.

David has over 25 years commercial experience of business in both the private and public sectors. During this time he has linked hundreds of businesses to learning opportunities as part of their organisational development and employee engagement strategies.

David now works with over 150 companies each year to support their staff development and organisational objectives through university work based learning.

3

Andy Tosney: Vice President Sales, Kraft Foods, Asia Pacific Andy is the Vice President for sales in the Asia Pacific region, and is responsible for the development and application of sales strategies, as well as the planning, implementation and functional application of industry best practices in order to achieve overall business targets in each country.

After joining the Terry’s Chocolate division of United Biscuits in 1985, Mr. Tosney went on to hold various sales leadership, category, customer strategy and planning roles in the UK. Prior to his current role in Kraft Foods Asia Pacific, he was the Global Customer Director of the $850 million Wal-Mart International business spanning 15 countries. In the three years that Mr Tosney lead the Wal-Mart International team, the business doubled in size. Through local, regional and global joint business planning, Kraft Foods were awarded ‘most improved’ international supplier in 2007 (one of only three awards given to suppliers in Wal-Mart), in 2008 Kraft were awarded ‘best in the world supplier’.

Andy was selected as one of 22 employees globally to attend the Kraft ‘Winners Circle’ leadership program in recognition of the whole team’s achievements throughout the three years.

He holds an HNC in engineering from Leeds in the UK and started his working life in a professional sporting capacity whereby he represented his country.

Lieutenant General Sir Graeme Lamb, KBE, CMG, DSO Graeme was commissioned into the British Army in 1973. For the following 38 years he was deployed in various theatres of war, during which he commanded on operations at every rank. Commissioned into the Queen’s Own Highlanders he has served in numerous staff and operational appointments including Commanding the 5th Airborne Brigade, the 3rd Division, various doctrine and training posts and as Assistant Commandant at the staff of the Joint Services Command and Staff College.

Graeme completed UK Special Forces selection in 1977 and an extended Troop Commanders tour of duty, returning as a Squadron Commander for the Falklands Campaign. On completion of his Staff College Course he returned as the Operations Officer and again as a Lieutenant Colonel Special Forces in direct support of Lieutenant General Sir Peter De La Billiere for the first Gulf War. Graeme was selected as Director Special Forces in March 2001 and oversaw global operations, specifically the Balkans, Afghanistan and Iraq.

In July 2009 Graeme stepped down as Commander of the Field Army and returned to Afghanistan at the direct request of General David Petraeus and General Stanley McChrystal, of the US Army to scope a programme designed to repeat the success in Iraq, whereby insurgents were persuaded to give up their arms. In Iraq, Graeme was instrumental in driving a ‘strategic engagement initiative’ that reduced violence. He was recognised with a mention in Despatches, an OCVS, MBE, OBE, CMG, DSO and KBE. Graeme also holds the US Legion of Merit.

4

Barney Dunne: Managing Director, South-East Asia, Autonomy, an HP company Leveraging 30 years experience in IT with roles from Analyst, Programming, Architect, Pre-Sales Management, Marketing, Sales and Sales Management, Barney is the Managing Director of South Asia and Hong Kong for Autonomy, an HP Company.

Barney joined this team in 2000 via Interwoven Asia-Pacific and has played a key role in Information Management since then, working with companies across all industries – from Banks, Airlines, Hi Tech Manufacturers and Governments – to solve Online Customer Interaction, Revenue Optimisation, Compliance, Productivity, and other Information-centred challenges.

With his vast experience across Asia architecting solutions, Barney has consulted as Subject Matter Expert in Knowledge Management, and Compliance topics such as Trade Surveillance, Intelligent Archiving and more.

Prior to joining HP-Autonomy-Interwoven, Barney was a Senior Product Manager at Siemens, Germany, and also Account Manager and Business Development Manager for Siemens Australia. His 30 years of experience in the technology industry in Asia and Europe spans numerous areas including Programming, Product Management, Product Marketing, Sales and Sales Management.

Barney holds a B.Sc. in Mathematical Statistics and a B.A. in Psychology from the University of Adelaide.

Richard Achee: Head of Google Enterprise, South-East Asia Commercial Accounts Richard has 14 years experience in the enterprise software industry. He has been living and working in Asia for the last 10 years and is based in Singapore. Richard’s current role is to guide the Google Enterprise team, bringing the best of its’ consumer technologies, including Google Apps, Search and Geospatial products, to small, medium and large enterprises across the region. Prior to this, Richard was the Regional Manager for Enterprise Sales South-East Asia, and Head of Mid-Market Sales, Asia-Pacific, Google Enterprise.

Before joining Google, Richard held leadership roles in sales, strategy, operations and market development.

At SAP he was Director of Sales, responsible for their Singapore Inside Sales hub, covering Australia, New Zealand, South Asia and Korea.

Richard also spent four years at Oracle, first as Manager for Industry Demand Generation, then as a Senior Program Manager - Human Capital, and finally as the General Manager for North Asia. Here Richard’s primary responsibility was for CRM on demand sales, business development and operations for Greater China and Korea.

Richard’s skills & expertise lie in sales, leadership, building new teams, large enterprise sales, SME sales, enterprise software technology and managing cross-cultural teams.

Richard has a BA in English from Washington and Lee University.

5

Simon Dale: Head of Technology & Innovation, SAP Asia Pacific & Japan Simon is part of the SAP CTO Office under Vishal Sikka, covering a wide range of customer and partner engagements focused around the adoption of SAP’s latest technologies. These co-innovation projects are prototyping new use cases for the application of cloud, in-memory and mobility technology, allowing SAP to identify new opportunities for applications beyond ERP. Based in SAP Asia’s headquarters in Singapore, Simon has worked extensively across Asia Pacific for the last ten years, introducing new products to market and previously running a regional organisation responsible for over half of SAP’s software sales.

Simon worked at several corporates and startups in Europe for twelve years prior to being part of an acquisition

by SAP in 2001.

A veteran of 24 years in the IT industry, Simon holds a BSc in Computing Science from Staffordshire University, UK. Simon’s interests when not being a geek focus on keeping up with his two young children and participating in sprint triathlons.

During these sessions, audience members will get the opportunity to direct questions to any or all members of the panel, as well as other members of the audience. The panel will include amongst others: David Williams Sir Graeme Lamb Simon Dale Richard Achee Andy Tosney Barney Dunne With such a diverse set of expertise, we hope to stimulate insightful debate on behalf of both the panel and audience members.

6

Theme Timing

Sales Operations: Optimising Resources

09:00 - 09:30

Position

Dr Philip Squire

CEO, Consalia

David Williams

Director Business & Organisational Development, Middlesex University

Topic Welcome address How intelligence in the military drives field operations

09:30 - 10:30

Sir Graeme Lamb Lieutenant General (Retd), KBE, CMG, DSO

10:30 - 10:50

Break for Tea & Coffee

10:50 - 11:15

Group Sessions

11:15 - 12:10

Simon Dale

Head of Technology & Innovation, SAP Asia-Pacific & Japan

Glimpse of the future business ‘intelligence’ leading productivity

12:10 - 12:30

Richard Achee

Head of Google Enterprise, South-East Asia, Commercial Accounts

A day in the life of leading sales teams at Google

12:30 - 12:45

Panel Discussions

12:45 - 13:45

Networking & Lunch

Workshop - military & sales: coverging and diverging strategies

Plenary Session

Dr Philip Squire

CEO Consalia

Barney Dunne

Managing Director, South-East Asia, Autonomy, an HP company

14:45 - 15:45

Andy Tosney

VP Sales, Asia-Pacific, Kraft

15:45 - 16:00

Break for Tea & Coffee

16:00 - 16:45

Workshop & Panel Discussion

16:45 - 16:55

David Williams

Director Business & Organisational Development, Middlesex University

Role of academia in improving sales performance - towards building a reflective practice

16:55 - 17:00

Dr Philip Squire

CEO, Consalia

Summary of the day and conclusions

13:45 - 14:45

Intelligence in the Sales Process: Winning Large Deals

Speaker

How intelligence is used to win large deals How insight, sales process and creativity combine to increase sales

Learning outcomes

17:00 Onwards Networking Session

7

Consalia is a global sales performance improvement company. We help international organisations transform their sales effectiveness through consultancy and customised training & development solutions.

Our mission is to bring the greatest value to our customers by using our global network of wholly-owned offices and international partners.

We do this by aligning our approach to the specific business drivers of each customer’s business.

We tailor solutions to suit different cultural environments and show our customers how to apply their sales strategy effectively.

We invite you to explore how our proven mindset approach to sales has transformed the sales performance of some of the world’s foremost organisations, and generated validated sales improvement of over $5.7 billion in 5 years, and growing!

Web: www.consalia.com

Email: csim@consalia.com

Tel: +65 (0)9732 3181

Institute for Work Based Learning at Middlesex University The Institute for Work Based Learning (IWBL) offers an in-depth and diverse range of products and services for business in connection with higher education and work place learning, to benefit organisations.

Work Based Learning at Middlesex University is a modern way of providing university-level learning in the workplace.

As every place of work is unique, IWBL offers customised learning programmes tailored to the specific needs of the organisation and the individual.

We assess prior experience and learning in the workplace for academic credit. This may form part of a programme, reducing the length of time and number of modules needed to achieve a target qualification at every level of higher education. WBL supports distance study so all learning takes place at work.

In addition, we work with a large number of businesses in the accreditation of their in-house programmes to enable acknowledgement at University level.

To discuss how this applies to you contact IWBL Business Development:

Web: www.mdx.ac.uk/wbl

Email: business@mdx.ac.uk

Tel: +44 (0)20 8411 5050