Managing the Enterprise Deal

Imagine you have found your internal "champion" who is chomping at the bit to use the shiny new thing you are selling. But your champion is a small fish in the massive sea of the big company you are trying to land. How do you take interest and usher it to a real revenue generating opportunity?

That is the topic for our panel event Managing the Enterprise Deal, where we will discuss how to build up your champion, validate the value proposition, get internal consensus, understand the buying process, and do the blocking and tacking needed to get executive buy-in.

Dan Contento (https://www.linkedin.com/in/dancontento), CRO at Yieldmo (https://yieldmo.com/)

Dan is Chief Revenue Officer for YieldMo, a NYC-based start-up that is cracking the code on scalable mobile monetization. Prior to leading sales for YieldMo, Dan held senior sales leadership positions at Luminate and Digg. He got his start learning the ad sales trade and honing his sales chops with Yahoo, CNET, and Ziff-Davis, where he started his sales career. And when Dan is not out selling, he is dreaming dreams of mobile ads and revenue optimization.

Twitter: @Yieldmo (https://twitter.com/Yieldmo)

Jason Liebowitz (https://www.linkedin.com/pub/jason-liebowitz-jliebo/0/208/251), VP of Sales at LiveWorld (http://www.liveworld.com/)

Jason oversees revenue and sales team for LiveWorld, a social media solutions company. Jason brings over 20 years of experience in media and social media sales having led teams at Turner Broadcasting’s TBS and TNT, at Comcast as VP, East Coast Sales, and he was a member of the launch team of the G4 cable network. His online history includes being SVP, Entertainment Sales at Phase2Media and at MTV. He was most recently VP, Brand Solutions at Pluck.

Twitter: @jliebo (https://twitter.com/jliebo)

Brian Manning (https://www.linkedin.com/in/briancmanning), Director of Strategic Sales at ZocDoc (http://www.zocdoc.com/)

Brian works with health technology startup ZocDoc and is a board advisor for pymetrics, a next generation career search platform. He previously ran sales and marketing for Next Jump’s employee e-commerce & rewards business; was on the startup team at BioScale; co-founded a microfinance non-profit; and headed marketing for the first web-based apartment & roommate marketplace in San Francisco. He also likes to spend time snowboarding, surfing, playing baseball, and managing to follow Boston sports teams despite living in NYC.

Twitter: @bcmanning (https://twitter.com/bcmanning)

Glenn Donovan (https://www.linkedin.com/in/glenndonovan), Founder of HiTec Go to Market Solutions (http://www.hitecgotomarket.glenndonovan.com/)

Glenn brings over twenty years of consultative sales & executive experience, helping early stage, enterprise technology companies go to market and win early clients/adopters. He has led teams, developed market strategies, and sold enterprise class solutions for leading technology companies such as Cordys, Satmetrix, Orchestria, SeeBeyond, and Siebel. When he is not conjuring mega deals, you can find him playing coffeehouse gigs with his guitar.

Twitter: @HiTecGoToMarket (https://twitter.com/HiTecGoToMarket)