T-REX 2019 AGENDA
Monday April 15th Day 6pm to 9pm
Kick-Off Party — Networking, Cocktails, Sales Improv Challenge, and Keynote
6pm — 9pm
Join your friends and colleagues for a high energy kick-off to T-REX 2019. We’ll have drinks, snacks, games (including the Sales Improv Challenge), and a keynote speaker. Thanks to our Kick-Off Host and Sponsor WeWork Durham. Note that the kick-off party is optional — you can purchase a Conference Only ticket.
Tuesday April 16th 8am to 6pm
The Carolina Theater
Registration, Breakfast from Rise Biscuits and Donuts, and Networking
8:00am — 9:00am
Welcome & Warm Up
T-REX Hosts Vince Beese and Eric Boggs
Andy Paul, Founder, The Sales House
9:10am — 10am
Can Sales Be Fixed?
Two trends have converged in the past several years: the steady influx of innovative tools and technologies into B2B sales and the continuing unabated decline of overall B2B sales performance (as measured and reported by sales research reports.) In his talk, Andy Paul is going to challenge the conventional wisdom to explore whether we are tracking the wrong metrics, training the wrong skills, stunting the development of our sellers and disproportionately allocating our sales resources to activities that don’t materially impact the buyers’ decisions. And provide possible alternatives that could halt and reverse the downward trend in sales productivity.
In his 40+ years in sales Andy has challenged the status quo to build sales teams in 7 start-ups, close over $500 million in orders over 6 continents, author two Amazon best selling sales books, host more than 700 episodes of his top-rated podcast, Accelerate!, and recently launch The Sales House, a sales growth academy for sellers who want to take their careers to the next level.
Sangram Vajre, Founder & CMO, Terminus
10:00am — 10:30am
The Account Based Marketing Journey
It’s no longer rare for B2B companies to be actively engaged in an account-based marketing (ABM) strategy, but there are still different shades of ABM success. In fact, there are several common stages marketers might find themselves along the continuum from the status quo to ABM 2.0. In this session, co-founder & chief evangelist of Terminus Sangram Vajre will walk attendees through the three distinct phases of status quo marketing, ABM 1.0 and ABM 2.0.
Break & Networking
10:30am — 11:00am
Coach Sylvia Hatchell
11:00am — 12:00pm
Hall of Fame Coach Sylvia Hatchell has just completed her 33rd season as the Women’s Basketball Coach at the University of North Carolina.
December 19, 2017, Coach Hatchell reached the 1,000 win mark in the history of the game. Coach Hatchell is one of three women to attain this mark along with Pat Summitt, and Tara VanDerveer. Geno Auriemma reached that mark on the same day as Coach Hatchell and holds it with Coach Mike Krzyzewski in the category of men’s coaches.
The University of North Carolina has nine ACC Championships, been to three Final Fours and of course the 1994 National Championship. Coach Hatchell is the only coach in history to have won National Championships on three different levels.
In 2013, Coach Hatchell was inducted into the Naismith Basketball Hall of Fame, making the University of North Carolina the only school in the country to have both the women’s and men’s basketball coaches in the Naismith Basketball Hall of Fame.
Coach Hatchell has a best-selling book called Fight! Fight! Discovering YOUR Inner Strength When Blindsided By Life-My Personal Battle and Fight with Cancer.
Lunch & Networking
12:00pm — 1:00pm
Growth Track (Main Stage)
Founder’s Track (Ballroom)
Brad McGinity, CRO, 15Five
1:00pm — 1:30pm
Brad was our highest rated speaker at T-REX 2018, so we thought it might be a good idea to invite him back. He’ll share his stories starting and growing Windsor Circle (acquired by OSG) and ramping up growth at 15Five, the #1 rated Performance Management product on G2 Crowd.
Katy Jones, CMO, FoodLogiq
1:00pm — 1:30pm
Katy's will share her story of Foodlogiq's growth from the early stages through it's recent $20M financing. She’ll talk about sales and marketing alignment lessons learned and she’ll highlight how her role as CMO has evolved along the way.
Tobias Walter, Founder, Shoeboxed.com
1:30pm — 2:00pm
Tobi is a former investment banker turned entrepreneur, who is deeply connected in the SaaS / FinTech / Enterprise Software space in the US and Europe. After a recent successful exit of Shoeboxed to Earth Class Mail, he now consults funds and corporations in corporate development. He’ll share his stories and experience from his 11 year journey building and growing Shoeboxed.
Donald Thompson, CEO, WalkWest
1:30pm — 2:00pm
Donald is a successful founder, operator, and investor multiple times over — he has led or participated in multiple successful exits to firms like Adobe, KPIT and Beringer Capital. Donald will discuss the overlap between sales, marketing, and personal branding in the digital age.
Vickie Gibbs, Executive Director, The Entrepreneurship Center, UNC Kenan-Flagler
2:00pm — 2:30pm
Vickie is an experienced founder multiple times over, plus she’s accomplished marketer, having held marketing leadership roles at Capitol Broadcasting, Motricity, MTV, and Art.com. In her current role at UNC, she helps students and alumni to accelerate their entrepreneurial career through university programs and partnerships. In her T-REX talk, she’ll share the first marketing strategies, programs, and metrics that founders and early stage growth executives should prioritize, along with her stories and experience putting these programs into practice.
Carolyn Sparano, VP Product & Customer Success, SolarWinds
2:00pm — 2:30pm
Customer churn can be the ultimate failure in SaaS. Don’t wait until it’s too late to implement strategies to achieve net negative churn, where expansion revenue outpaces lost customer revenue. Carolyn will share real world experiences, along with practical advice, to help change churn into a growth driver.
2:30pm — 3:00pm
Greg Boone, co-CEO, Blue Acorn iCi
3:00pm — 3:30pm
In addition to leading ICI Blue Acorn, Greg is NC Tech's 2018 Tech Executive of the Year. Greg will share his blueprint for success: "you don't build a business, you build people, and then people build the business."
Best Selling Podcast — Live Episode Recording
3:30pm — 4:00pm
We’ll close the show with a live recording of a sales leadership panel moderated by Vince Beese and featuring Eric Gressel (EVP Sales, One Source Communications) Chas Scarantino (VP Sales, Pendo), and Brad McGinity (CRO, 15Five).
The Inaugural REXY Awards
4:00pm — 4:15pm
The REXYs are presented by T-REX to recognize outstanding achievement in the fields of sales, marketing, and customer success.
Closing Comments & Networking Reception, sponsored by Hi-Wire Brewing
4:15pm — 6:00pm