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Webinar Recording

Driving Sales Profitability, From Pipeline to Deal Structure and Sales Compensation

Date: Wednesday, April 15, 2015
Time: 2:00 pm - 3:00 pm EDT
The Office of the CFO can be a true partner to the Sales organization when it comes to sales planning, forecasting, performance management, and sales/profitability analytics. The Finance organization itself directly benefits from knowing the true cost of sales to ensure predictability and profitability along with forecast accuracy. We also need to understand how sales compensation plans drive more profitable sales and can maximize revenue and profit.

This webinar will discuss how finance can ensure predictable sales profitability by understanding the full sales life cycle from pipeline to direct sales costs and compensation schemes. Topics covered will include understanding how pipeline becomes sales, building accurate sales forecasts, understanding common sales compensation schemes, and how the office of the CFO can best work with the office of Sales to optimize both top and bottom-line results.
After attending this event you will be able to:
Define common cost of sales elements
Recognize how compensation plans can effect sales volume and profitability
Identify multiple ways in which a better sales lifecycle understanding drives better profitability

Speakers

Simon Westbrook, CEO & CFO, Aargo Inc.
Simon Westbrook
CEO & CFO, Aargo Inc.
Through his consulting company, Aargo Inc., Simon provides a range of part time, interim and project based financial services as a fractional CFO. He brings the benefit of extensive company-building, operations, and finance experience gained from many years in the tech industry from start-up to public companies. Throughout his career, Mr. Westbrook has been involved in three initial public offerings, two secondary public offerings, multiple public and private M&A transactions, and many rounds of venture capital and angel financing.

Prior to joining Aargo, Mr. Westbrook was CFO of Amber Networks, Inc., and the Chief Financial Officer at Sage, Inc. (NASDAQ: SAGI), a Silicon Valley company specializing in flat panel displays. Before joining Sage, Mr. Westbrook held a number of senior financial positions at Creative Technology (NASDAQ: CREAF), a leading PC multimedia company, and Atari Corp (AMEX: ATC), the video game and home computer company both in the USA and overseas. At various times, he has held positions as an advisory board member of the Silicon Valley Financial Executives institute, and various technology start-up companies where he has assisted in strategic planning, fund raising and team development. Simon is a Chartered Accountant and holds a Masters in Economics from Trinity College, Cambridge University.
Leon Kharkhourin, COO, Obero
Leon Kharkhourin
COO, Obero
Leon’s responsibilities include overseeing the sales and client services division, managing client and partner relationships, and developing and executing growth strategies for the company. Leon brings 15 years of experience building and managing software and services teams in the areas of Performance Management, Business Intelligence, and Sales Force Automation. Prior to Obero, Leon served as the Business Unit Executive of IBM’s North American Software Group, managing the Performance Management Professional Services organization. Leon’s ability to effectively manage cross-functional teams has led to consistently high customer satisfaction ratings and has resulted in his teams being regarded as industry leaders. Leon holds an MBA degree in Information Technology and Operations, from York University’s Schulich School of Business.
Moderated by: John Kogan, CEO, Proformative
Moderated by: John Kogan
CEO, Proformative
John has been CFO at four technology companies, a finance executive at Cardinal Health, and in multiple roles at AlliedSignal and Cisco Systems. John has raised over $100M in equity capital and debt and has played central roles in numerous buy and sell-side transactions for both public and private companies. As COO at two companies, John also ran Engineering, Manufacturing and Customer Service operations. He has also founded, invested in and been a board member or advisor of a number of companies. John has a B.A. in Economics from Connecticut College and an MBA from the Fuqua School of Business at Duke University.

Sponsor

Event Sponsor Obero
Obero - Obero SPM is the only cloud-based Sales Performance Management solution which supports the entire end to end sales life cycle; automating processes for the offices of Sales, Finance and HR. Obero SPM integrates the Sales Planning and Forecasting, Incentive Compensation Management, Sales Profitability Management and Sales Predictive Analytics processes in a single unified application.
By filling out this form you will become a member of Proformative, and are subject to Proformative's User Agreement. This webinar is provided to you for free by the sponsor, who may contact you later.

There are no CPE Credits for this Solution Demonstration.