Executive Panel: Why Most Win/Loss Programs Fail & What To Do About It

Session Description

When win/loss programs fail it is sometimes caused by organizational and cultural reasons. The only way to work through those challenges is for the win/loss stakeholders to work closely with senior management before, during, and after the win/loss project is complete. Without the support and engagement of key leadership, win/loss won't succeed. Cam Mackey, the CEO of SCIP, will host an executive panel discussing three reasons win/loss programs fail.

Speakers

Cam Mackey

Cam Mackey has devoted his career to helping leaders share best practices, improve their effectiveness, and grow their organizations. As Executive Director for SCIP (Strategic & Competitive Intelligence Professionals), he represents a global community of 1,500+ members who leverage intelligence and unimpeachable ethics to accelerate growth and smart strategic choices. Prior to joining SCIP, he was Senior Vice President of Operations at Manufacturers Alliance for Productivity & Innovation (MAPI), a professional society for manufacturing executives. He was previously director of sales at Corporate Executive Board. Cam has led or collaborated on benchmark studies in areas like product management, competitive strategy, innovation, digital marketing, pricing, and channel strategy.


Randy Brown

Mr. Brown is a high energy executive with wide-scope international experience with thirty plus years of experience including executive-level positions in private, Fortune 500 publicly-traded, private-equity and family-office B2B industrial firms – serving diversified industries spanning automotive, aircraft, aerospace, defense, construction, heavy equipment and general engineering. He has extensive experience across a variety of B2B roles with responsibilities spanning P&L management, strategy, domestic and international sales, corporate business development and marketing operations. As well, as an Expat he resided in Germany, Switzerland and UK for five years leading global marketing and was promoted to Managing Director while living in Europe, responsible for growing a $100 million business unit. Mr. Brown has a proven track record of success with an intense focus on accelerating sales, profit and market share growth – organically and through MD&A – with a philosophy of operating at the highest standards in a team environment.

Leigh Chesley

Leigh Chesley, VP of Marketing at Longbow Advantage, is a veteran B2B marketing leader who thrives when working with sales teams to meet shared revenue goals. She is passionate about data-driven marketing and believes in using a test, measure, optimize approach to build meaningful pipeline. She’s successfully built and grown marketing teams at growth-stage companies throughout her career and most recently led the pipeline marketing team at Manhattan Associates, where she rebuilt the team and processes from the ground up while redefining the buyer’s journey and creating seamless alignment with sales, ultimately leading to a 10X ROI in pipeline impact.

Brian Weiner

Brian has more than 10 years of experience as a technology executive with an emphasis on business and partnership development. He has been lauded for his talent in building and leading effective sales teams in the enterprise SaaS industry across the association, software and publishing industries. As the Director of Sales at Higher Logic, he is constantly exploring new ways to create win-win situations by implementing creative strategies and cultivating relationships cross-functionally and externally. Prior to joining Higher Logic, Brian held Sales roles at multiple Virginia-based SaaS companies: Bloomberg BNA, Aptara, and Meridian One. He is a graduate of the Revenue Collective's CRO School and a licensed Project Manager. When he's not busy leading a Sales team, Brian's working to stay in shape so he can keep up with his wild and spirited two-year-old son.