The future of sales, customer success, and go-to-market models

What lies ahead for operating partners and revenue growth initiatives? What key themes have emerged? What are the most important trends that will impact strategies moving forward? Join fellow operational experts for a deep dive into revenue growth best practices.

To gain access to the Revenue Growth Deep Dive, you must be an Operating Partners All Access member.

 

Day 1

Agenda

Day 1 - Wednesday 25th

Agenda
09:55 - 10:00

Welcome from PEI

10:00 - 10:45

Revenue growth in times of disruption: writing the next chapter

Michael Smith, Kevin Kerby, Matt Thompson, Kunal Mehta

• Understanding your total addressable market and building your commercial plan (GTM plan)
• Grasping how salesforce effectiveness has shifted
• Comparing how organizations have pivoted to virtual selling and accelerated digital transformations
• Uncovering sales playbooks and revenue optimization levers: identify targets, getting your team the right muscle, increasing your conversion rate
• Onboarding and assessing sales leadership and talent in the changed environment
• Measuring current senior sales leaders against new capabilities
• Keys for customer success: looking at new ways
• Creating realistic roadmaps in looking at expectations, data science, KPIs, automation, and integration across the revenue journey

Moderator:
Michael Smith, Senior Managing Director, Technology, Media and Telecom Practice, Blue Ridge Partners

Panelists:
Kevin Kerby, Operating Partner, Bain Capital
Kunal Mehta, Principal, Portfolio Operations, TCV
Matt Thompson, Senior Vice President, Portfolio Operations, Skyview Capital

Michael Smith

Michael Smith

Senior Managing Director, Technology, Media and Telecom Practice, Blue Ridge Partners

Read bio
A speaker photo for Kevin Kerby

Kevin Kerby

Operating Partner, Bain Capital

Read bio
A speaker photo for Matt Thompson

Matt Thompson

Senior Vice President, Portfolio Operations, Skyview Capital

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Kunal Mehta, TCV

Kunal Mehta

Principal, Portfolio Operations, TCV

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Kevin Kerby

Operating Partner, Bain Capital

Mr. Kerby joined Bain Capital Private Equity in 2018. He is an Operating Partner and a member of the North American Private Equity team. Mr. Kerby focuses on sales force effectiveness and go-to-market strategies for our portfolio companies. Prior to… Read full bio
Kunal Mehta, TCV

Kunal Mehta

Principal, Portfolio Operations, TCV

Kunal joined TCV as Principal, Portfolio Operations, to stand up the Sales and Marketing Center of Excellence to accelerate value creation across the portfolio. He works with investment teams and functional leaders to develop and implement value crea… Read full bio
Michael Smith

Michael Smith

Senior Managing Director, Technology, Media and Telecom Practice, Blue Ridge Partners

Michael has over 35 years of strategic sales and marketing experience working with Fortune 500 and mid-cap companies to accelerate their revenue growth. He has deep experience in Media, Financial Services, Technology and other industries and develope… Read full bio

Matt Thompson

Senior Vice President, Portfolio Operations, Skyview Capital

Matt Thompson is SVP Portfolio Operations with Skyview Capital. Matt works on private equity and venture capital investments globally, where he focuses on carveouts and distressed special situations. Prior to Skyview Capital, Matt was a VP at the Gor… Read full bio