February 24-28, 2020!
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Friday, February 28 • 9:00am - 9:50am
Building a Strong Pipeline Management & Forecast Process LIMITED

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Limited Capacity seats available

Having solid definitions and rigor in establishing "what is Pipeline", how to manage it properly, and ultimately how to Forecast properly - is as essential to small stage start up as it is to a public company.  Arguably, it's ideal to set in place such a structure, understanding and a culture of honesty and accountability when a company is small, rather than large.  This attracts investor interest during due-diligence and inspires strong current investor confidence in their investment and with the way you are managing your company.  As the company grows, you've also set a tone and expectation with an expanding sales force.  Additionally - the regular inspection a standing forecast process provides will unearth problems you'll need to solve as a company - product, demo, pricing, persona targeted, etc.  Put simply - this a core practice to building out a successful business.

In this session, you will understand best practices and considerations regarding:
  • When to include a lead in your pipeline
  • Sales stage definitions
  • Common definitions and management
  • Forecast cadence
  • Defining success
My background in technology runs 21 years with 16 of those years leading Sales Operations organizations - from the huge (500M - 3.5B growth stage) to the small (20M to 60M growth stage).  I've deep hands on experience with all of the functions and tools involved, and also a strategic view as a leader in terms of how to use and manage to the data produced.  Lastly, I have been in Sales and managed an Inside Sales Team of BDR and ISR functions. - so I also have a deep appreciation of the reality of a sales cycle.

avatar for Pamela Polizzotto

Pamela Polizzotto

Hi Fort Collins! I\\'m a California \\'invader\\' - from San Jose, CA and now make Fort Collins, CO my home. I\\'m currently at the tail end of my own personal work sabbatical from a 21 year career in high tech (NetApp, Splunk, RedSeal). I am most passionate about building scalable... Read More →

Friday February 28, 2020 9:00am - 9:50am MST
Block 1