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Directions EMEA 2022

Moving beyond referrals to fill your pipeline

Date: 09-11-2022 | From: 15:00 to 15:45 | Room: Hall Y2

To grow revenue in a SaaS world you need a higher volume of customer ads. Many partners rely heavily on customer referrals and struggle to build a pipeline of qualified leads. In a strained economy your pipeline might even stall. In this session we explore the expanded role of marketing, strategies to generate demand, prospect engagement best practices, the gap between sales and marketing and the importance of customer advocacy.

Speakers:

Emily Stone

Emily Stone

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Bio: Emily leverages her 16-year sales and marketing career at Microsoft where she worked in the UK, US and globally to help partners transition to an optimal SaaS sales and marketing strategy and to accelerate and lower their cost of customer acquisition. Having led the Dynamics Partner Marketing strategy globally beginning in 2013 she is able to help partners closely align their growth goals and go-to-market strategy with Microsoft’s and effectively differentiate and position themselves in the Microsoft ecosystem. Emily is based in the UK and is Neural Impact’s Senior Marketing Strategist

Sharka Chobot

Sharka Chobot

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Bio: Sharka Chobot is the creator of the CRM product category (1995) and Chief Impact Officer of Neural Impact. Sharka applies behavioral economics, neuroscience and persuasion psychology to help Microsoft partners develop an effective customer acquisition and go to market strategy. She has over 30 years of technology specific expertise and teaches behavioral marketing at leading universities in Canada. Sharka has worked with hundreds of Microsoft partners on six continents to develop their cloud product, packaging, pricing and vertical market strategy and to accelerate their transition to a SaaS business model. Sharka is