Mereo Founder and President provides value and insight at global sales Summit.
COLORADO SPRINGS, CO (February 9, 2015) – Jay Mitchell, the Founder and President of Mereo LLC, the world’s leading revenue performance advisory firm, was invited to present at the Accel-KKR (AKKR) Sales Summit, February 9-11 at the Rosewood CordeValle, located in the foothills of Northern California’s Santa Cruz Mountains.
This yearly summit, hosted by AKKR, is created to provide a forum for key contributors to AKKR’s portfolio companies, and the opportunity for them to exchange leading practices and network with one another. AKKR invites top sales and marketing leaders from their operating companies, as well as top performing sales representatives. More than 60 marketing and sales executives joined this year’s Summit from companies such as High Jump Software, North Plains Systems, OilDex, Zinc Ahead, Cielo and Infinisource.
On Tuesday, Mitchell led a thought-provoking sales session focused on marketplace dynamics, which included some key characteristics of the new B2B buying cycle, as well as some techniques/tools used to respond. The content provided was based on years of tried and true sales techniques Mereo employs with its clients, coupled with market research the Firm and its partners have conducted.
Following the sales session, Mereo led a buyer panel with three executive decision makers including Lars Rabbe (Former CIO of Skype, Intuit, Yahoo and other transformational companies), Tony Schollum (Executive Director of Finance Operations for OneLink at Kaiser Permanente) and Justin Sullivan (Director of Strategic Sourcing for the University of California). The panel explored the buying journey directly from the selected decision makers’ perspective, enabling AKKR’s operating companies to gain valuable insight into the key challenges/pains today’s decision makers are facing, common attributes of the buying cycle for solutions and leading practices for how sales professionals can engage them effectively.
On the final day of the Summit, Mitchell moderated a panel that explored the alignment between sales and marketing, what roadblocks are preventing them from achieving joint revenue performance objectives and leading practices being employed within AKKR’s operating companies, as well as within Mereo’s clients to enhance revenue performance. The panel featured Angela Hills (Executive Vice President – Managing Director, North America) and Kristen Wright (Senior Vice President of Global Marketing & Sales Enablement) of AKKR portfolio company Cielo, whose partnership over the last five years has powered explosive growth for Cielo.
Founded in 2000, Accel-KKR (AKKR) is a leading technology-focused private equity firm with over $2.5 billion of capital under management. As one of the only private equity firms dedicated exclusively to investing in lower middle market software and technology-enabled services companies, AKKR believes value is created through profitable growth rather than financial engineering, and hence brings an informed perspective with regard to technology trends, industry structure, competitive trends and the overall value creation process. AKKR invests across a range of structures, function as minority or majority investors and commit a wide range of capital – from less than $10 million to over $100 million. For more information about AKKR, visit the website at www.accel-kkr.com.
For organizations seeking to instill the go-to-market tenets paramount to winning an unfair share™ of sales cycles, Mereo powers sustainable revenue performance. Market leaders such as Ariba, Pitney Bowes, Accel-KKR, Appirio, SAP, Ace Hardware, Bazaarvoice, E2open, Microsoft, Symphony Technology Group, North Plains, OKI Data, CenturyLink, Oracle, The Vintage Racing League and dozens more employ Mereo’s revenue performance programs to unleash repeatable revenue growth. For more information about Mereo, visit the Firm’s website at www.mereo.co.