SEPTEMBER 21, 2021 – 11:30AM SGT | 1:30PM AEST | 09:00AM IST

5 Things to Understand About Today’s B2B Tech Buying Dynamic

The pandemic has undoubtedly changed the way that prospects interact with your reps and your content. This session reviews some of the key changes in pre-purchase activity, offers a look at the platforms and content resonating best right now, and shares advice from an APAC marketing leader on how to tailor your go-to-market plans to capitalize on the new buyer paradigm.

Speakers:
Greg Wood, Sr. Director of Marketing, Asia Pacific and Japan, SAS
Jon Panker, Managing Director Asia Pacific, TechTarget

SEPTEMBER 21, 2021 – 12:00PM SGT | 2:00PM AEST | 09:30AM IST

Account Based Everything: A Q&A with an APAC ABM Leader

Learn from a marketer who lives and breathes ABM. In an engaging conversation with TechTarget’s leading client consultant, Amy Holden from Mimecast shares her ABM journey, arming you with advice from the trenches on full cross-team coordination to enable personalized outreach. In this webinar, Amy will help you understand:

• Strategies for effective marketing and sales collaboration when focused on specific accounts
• How to make data actionable for everyone – so the company operates off a single source of truth
• The types of data that have had the greatest impact in her ABM strategy

Speakers:
Amy Holden, Sr. Enterprise Marketing Manager, Mimecast
Meaghan Nichols, Sr. Client Consultant and Team Lead, TechTarget APAC

SEPTEMBER 21, 2021 – 12:30PM SGT | 2:30PM AEST | 10:00AM IST

Integrating Intent Data Into Marketing and Sales Workflows

In this session, TechTarget and Axway address a hot button issue for the industry today: how best to incorporate intent data into your tech stack. Given the myriad of tools tech sales and marketing use, it is important to put in place a seamless workflow so that intent data is captured and leveraged to its fullest. We’ll cover:

• The importance of regularly pulling intent data to help inform your strategies
• The value of integrating this data into marketing automation platforms to funnel into marketing programs
• Why intent data should also make its way to the CRM systems where sales teams spend their time
• How Axway has successfully set up its systems for data to seamlessly flow through marketing automation and over to sales

Speakers:
Laurel Martin, Marketing Manager APAC, Axway
Romi Seher, Sr. Client Consultant, TechTarget APAC

SEPTEMBER 21, 2021 – 1:00PM SGT | 3:00PM AEST | 10:30AM IST

How the Best Reps Are Relying Less on the Phone to Sell

With an increasingly remote workforce, it’s become incredibly difficult to know where to find prospects and then get them to pick up their phones. As a result, technology sellers have had to rethink their engagement strategies with an emphasize on multi-channel, highly personalized cadences. In this session, you’ll hear from a savvy IT salesperson who is thriving at a time when it’s impossible to rely exclusively on outbound tele-sales. Get tips to incorporate into your sales approach.

Speakers:
Tom Walker, Client Sales Consultant and SDR Manager, TechTarget APAC
Ivan Tsaregorodtsev, Inside Sales Account Manager, Boomi

SEPTEMBER 21, 2021 – 1:30PM SGT | 3:30PM AEST | 11:00AM IST

Bridging the Gap Between Sales and Marketing to Create Harmony and ROI

For as long there have been sales and marketing functions, those teams have occasionally been at odds. Sales sometimes says marketing doesn’t deliver high quality leads at scale. Marketing sometimes says sales doesn’t work hard enough to follow up on the leads they’ve generated (or give credit when they convert). Does this sound familiar? In this session, you’ll hear from a marketing-sales duo who are working together harmoniously to impact the business. They’ll share how to:

• Create a process of feedback to ensure ROI is measured (and repeated) by working hand in hand
• Architect a prospect journey that’s truly customer-centric
• Collaborate on creating content that marketing wants to produce and sales wants to utilize

Speakers:
David Lane, Sr. Director of Customer Success, TechTarget APAC
Hollis Scoggin, Head of Field Marketing, APAC, Secureworks
Emer Nugent, Account Manager, Secureworks

SEPTEMBER 21, 2021 – 2:00PM SGT | 4:00PM AEST | 11:30AM IST

Tales From the Field: How to Win 6-Figure Deals Courtesy of Intent Data

Sales strategies and tools have undoubtedly changed over the years. Gone are the days of buying a mystery list to prospect and then praying it will help close deals. Sales teams now have access to a wide range of tools, systems, and intent platforms to help them be more effective in getting complex deals over the line. In this session, we’ll discuss how to best leverage intent platforms to close large deals and will share real-world examples from a sales professional.

Speakers:
Jacqui Gillett, Head of Commercial Sales Development, DocuSign
Tim Dawson, Australia Sales Manager, TechTarget

SEPTEMBER 21, 2021 – 2:30PM SGT | 4:30PM AEST | 12:00PM IST

Standing Out in a Cluttered Webinar World

More webinars are being produced than ever. How do you ensure you’re making the most out of the content you create and getting the maximum number of prospects to attend your event? BrightTALK’s Managing Director for Asia Pacific, Stuart West, has personally been involved in building and promoting hundreds of B2B webinars. In this session, Stu shares some tips for making your webinar promotions stand out from the pack. He’ll show you:

• Post-pandemic benchmarks for webinar registrations and attendees
• Examples of some of the top performing promotions
• How to remain top of mind so you have the highest registrant-to-attendee conversion rates

Speakers:
Stuart West, VP and Regional Managing Director APAC, BrightTALK

SEPTEMBER 21, 2021 – 2:45PM SGT | 4:45PM AEST | 12:15PM IST

B2B Buyer Group Facts Vs. Fictions

Within an organization who is part of the purchasing committee for your solution? How can you best identify them? How much of your content does each constituent consume prior to making a buying decision? Pulling from a recently conducted BrightTALK benchmarking report on B2B buying, this short webinar helps you better understand today’s buying groups and how they need to be influenced during their research journey.

Speakers:
Stuart West, VP and Regional Managing Director APAC, BrightTALK

SEPTEMBER 21, 2021 – 3:15PM SGT | 5:15PM AEST | 12:45PM IST

Top Trends Shaping APAC’s Post-Pandemic Tech Buying

Remote work, agility, automation and cyber security are just some of the areas expected to shape APAC’s technology landscape for years to come. In this panel discussion led by TechTarget’s regional executive editor, hear from IT leaders on how they are reprioritizing their spending to cope with changing business demands. You’ll learn how sales and marketing teams can position themselves consultatively and help to ease the increasingly difficult B2B buying process.

Speakers:
Aaron Tan, APAC Executive Editor, TechTarget
Nigel Lim, Regional IT Manager, Mitsubishi Corporation
Joshua Au, Singapore Chapter Leader, Infrastructure Masons