| 08:30–09:30 |
Registration, Coffee, and Networking
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| 09:30–10:00 |
Main Stage Welcome
Join participants to be welcomed and to set the tone for the day
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| 10:15–10:55 |
Breakout Sessions
Varicent Session
Organizational Physics: Uncovering the Friction Revenue Teams Feel But Can't Name
Every revenue leader knows the feeling. You tie yourself in a pretzel to implement organizational changes (redesigning comp, rebalancing territories, adding training, dashboards, SPIFFs) and ... nothing moves. The system resists.
You’ve been fighting this problem for years, but have never had a name for it. It’s called Organizational Physics. Most revenue organizations don’t just have strategy problems or people problems; they have physics problems. And organizations simply cannot tool their way out of bad physics.
This talk introduces an organizational model that makes the invisible visible. It outlines a diagnostic framework that covers how Organizational Physics works, where it tends to fail, and what interventions best target those failure points.
Customer Session
Breaking Silos: How Citizens Bank Aligned Sales, Finance, and IT Around a Single Revenue Plan
What actually changes when go-to-market alignment is real, not aspirational? Hear how Citizens Bank is connecting sales planning and incentives processes under a single operating model, eliminating cross-functional friction, and building a revenue plan everyone can stand behind.
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| 11:05–11:45 |
Breakout Sessions
Partner Session
Building a Best-of-Breed SPM Program with the Emerging Role of AI
AI is reshaping what's possible in sales performance management. But too many organizations are working with a foundation that’s not built to leverage those capabilities, especially at scale.
In this session, OpenSymmetry draws on hundreds of SPM implementations to show the foundational elements of a high-performing SPM program will need to turn AI into an operational and executional advantage. We'll cover the structural, data, and governance capabilities that determine how technology offerings can help deliver real results, and where most programs fall short.
Attendees will leave with a set of practical frameworks, a clear picture of what to address first, and actionable knowledge about how to build a modern, best-in-class SPM infrastructure designed to take advantage of AI’s potential.
Varicent Demo
Orchestrating Growth: The Way We Work Has Changed
Orchestration is a powerful idea, but it can’t be achieved through traditional workflows or disconnected tools.
This session explores what is possible when plans, incentives, and performance run on one platform. Work is amplified by GenAI solutions that provide instant insights, model impact, and automate actions. Leaders can optimize plans, uncover untapped opportunities, and intervene before problems compound.
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| 11:55–12:35 |
Breakout Sessions
Partner Session
Designing Incentives That Change Behavior - Even at Scale
Incentive plans rarely fail overnight. They drift. As priorities shift and exceptions accumulate, plans keep paying but stop shaping behavior. This isn’t a governance, technology, operations or communication issue; it’s a design problem. In many organizations, design challenges are addressed through exceptions, which are difficult to manage and whose effectiveness is even more challenging to assess.
Join ZS as they discuss how to design incentives that work at scale: building resilient architectures that anticipate human behavior, preserve clarity over time, and adapt without losing their motivational power.
Customer Session
Data Best Practices: Building a Trusted Revenue Foundation
Even the most ambitious revenue plans won’t work unless everyone works with the same data, AND that data is clean, reliable, and organized for maximum effect.
But how to do this at scale? Hear how New York Life cleaned up fragmented revenue data, created one reliable source of truth, and unlocked better forecasting, faster payouts, and stronger cross-functional decisions.
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| 12:35–01:30 |
Lunch
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| 01:45–03:15 |
Main Stage
Get a full view of how modern revenue systems are being shaped, from strategy to execution.
Hear Varicent’s perspective on where SPM is heading and shifting market expectations.
You’ll then hear directly from leadership at McKesson sharing how they’ve aligned planning, incentives, and execution in real environments, and what’s changed as a result.
Perspectives from KPMG build on these insights, showing how these ideas are applied in practice.
Henry Coutinho-Mason then takes the stage with a live, interactive AI experience designed to create a shared “a-ha” moment around what AI makes possible when applied collectively. Generate ideas, see them visualized in real time, and uncover insights unique to the group.
Mainstage is where vision, real-world examples, and execution come together. Leave with a clear direction about the future of revenue performance, and the stronger influence you can have in your org.
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| 03:30–05:00 |
Networking Reception
Keep the conversations going.
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