Session:
Product Roadmap: Our Varicent Incentives Vision
Get a first look at the vision of Varicent's Incentives solution. Learn the latest enhancements that will support your unique incentive compensation needs, deliver faster time to market, and combine preconfigured capabilities with the flexbility and power Varicent Incentives is known for.

Varicent Incentives 11:00 – 11:40 am

Session:
The Path to a More Connected Go-To-Market Strategy
The goal of every sales strategy is achieving revenue goals. While quotas and territories get a lot of attention, every component to that strategy - segmentation, scoring, capacity, and compensation - is interconnected. Every adjustment to the plan can cause a ripple effect across all revenue-generating efforts. Join this session to learn new ways to improve the connectivity of your GTM strategy and how to communicate these changes effectively to your sales organization.

Sales Planning 11:00 – 11:40 am

Session:
Are You Measuring Sales Productivity Correctly?
Understanding sales productivity is increasingly critical to your ability to deliver more predictable revenue growth. But measuring productivity using lagging indicators is no longer sufficient in giving you the visibility needed to pivot in time to hit your number. This session will discuss how sales productivity measurement is changing as well as leading and lagging indicators you can use to understand the performance of your commercial and compensation strategies. Join the conversion during an open Q&A with expert panelists.

Sales Planning 11:00 – 11:40 am

Session:
Getting the Most Out of Your Data Connectors
Varicent Incentives allows you to directly connect to a variety of data sources. This session gives you tips and tricks on how best to leverage your pre-built data connectors.

Data and Analytics 11:00 – 11:40 am

Session:
Consolidated Communications: A Success Story on Varicent Incentives Adoption
Consolidated Communications became a Varicent customer in the fall of 2012. With a 10-year old model and the rising need of transformation from business, this team moved forward to AWS with the Sales Portal and started to realign their goals and strategies to the speed of business. Join them as they share the 10-year journey, the choices they made in building, and the early results of this effort as you consider "What's Next" in sales performance management.

Varicent Incentives 11:50 am – 12:30 pm

Session:
Sales Performance Management Deployments: If I Knew Then What I Know Now by our Sponsor OpenSymmetry
Join us for a panel workshop where business leaders share feedback regarding their SPM deployments focusing on insights gained along the way. More specifically, panelists will cover topics such as deployment planning and preparation, training, business process improvements, and where they have been focusing efforts (post go-live) to drive on-going improvements. The attendees will be able to leverage the panelists' experience and they are encouraged to interact with real world questions related to their current operation. SPM experts from OpenSymmetry will facilitate the discussion and offer best practice advice to the attendee’s questions.

Varicent Incentives 11:50 am – 12:35 pm

Session:
AI For Everyone: Level Up Your Analytic Capabilities
Machine learning algorithms can unlock more insight into your data. However, leveraging these algorithms requires costly infrastructure and data scientists. Find out how Varicent AI's no-code platform can level up your staff and drive more significant insights to your organization in an effortless way.

Data and Analytics 11:50 am – 12:30 pm

Session:
Is Your Sales Compensation Program Keeping Pace?
Unstable economies. New work models. Changing customer expectations. Every day seems to bring a new challenge and potential recalibration of business priorities. Is your sales compensation program keeping up? Join The Alexander Group in this session that highlights the latest trends in sales compensation and how they’re being impacted by new go-to-market strategies. Hear how leading companies are ensuring their sales compensation programs align the efforts of sales, marketing, and service teams to drive profitable revenue growth in an era of constant change.

Varicent Incentives 11:50 am – 12:30 pm

Session:
Varicent's Secret to Predictable Revenue
Predictable revenue is now a must-have for organizations. Join this session from Varicent leaders on how we're driving consistency, repeatability, and acceleration into our sales organization and share anecdotes from organizations we work with on how they are driving metrics like linearity. This will be an interactive session where speakers will take questions from the audience so be sure to bring your questions.

Varicent Incentives 1:30 – 2:10 pm

Session:
How Data Drives Revenue
You have all this data, but what do you do with it? In this session, we will do a deep dive on all things data management. Discover how companies are changing the way business users interact with data, and why empowering them today will drive better data, and better business results.

Data and Analytics 1:30 – 2:10 pm

Session:
Sponsor Session with Smart Tech: Deconstructing Varicent Sales Performance Testing
User Acceptance Testing is often a challenge when executing a Sales Performance Management solution. Client organizations struggle as they use traditional testing approaches to perform UAT. In this session, we will walk through Smart Tech Testing Strategy developed specifically for Varicent implementations.

Admins and Technical 1:30 – 2:10 pm

Session:
Designing Great Reports 101
Join the Varicent design team to learn the fundamentals of design, tips and tricks, and recieve direct coaching on how to create compelling report designs. This fast-paced course will cover design basics, color theory, text, and layout first-principles. We will show you the art of the possible, show you how this can be achieved using Varicent tools and we will leave you with a field-guide to take home.

Varicent Incentives 1:30 – 2:10 pm

Session:
Product Roadmap: The Future of Sales Planning
Get a first look at Varicent's vision of the future for sales and go-to-market planning. Learn about the latest innovations designed to help sales and operations leaders maximize revenue potential, deliver reliable sales performance, and accelerate profitable growth through a purpose-built, dynamic solution.

Sales Planning 2:20 – 3:00 pm

Session:
Beyond Structured Reports: Border States’ Transformation to Presenter Adaptive by our sponsor InnoVyne
Varicent Presenter Adaptive enables business lines to gain complete ownership over the reporting module. It enables your representatives and compensation admins to create elegant, insightful, and adaptable reports without any extensive technical knowledge.
In this interactive session, our experts will guide you through the best practices to independently complete your transition from Presenter Structured to Presenter Adaptive and gain more flexibility over creating and deploying your reports with little to no extra backend configuration.
We will also hear from Border States Electric, one of the largest electrical distributor companies. They will share their journey on navigating this transition with InnoVyne’s guidance.

Varicent Incentives 2:20 – 3:05 pm

Session:
Varicent Incentives Sneak Peek I: Sales Innovation
Get a first look at our upcoming innovations for Varicent Incentives, and have the chance to provide your own feedback! In part 1 of this interactive session, you will learn how to make your sales teams love the Varicent solution. Don’t miss out on participating in creating the future of Varicent Incentives. We’ll release more details during Accelerate, so stay tuned!

Varicent Incentives 2:20 – 3:00 pm

Session:
Surprise Session to be announced

3:30 – 4:10 pm

Session:
Executive Corner: Why Sales Planning is Now a Top Priority
Effective sales planning is complex for most organizations. When done well, go-to-market plans can drive reliable revenue and stabilize sales performance. But building adaptable, effective plans is a struggle for most, and the sales comp team often takes the blame for flawed plans. We'll discuss the first steps you can take to improve the results of the sales plans at your organization.

Sales Planning 3:30 – 4:10 pm

Session:
Blue Accelerate: A Revolutionary Approach to Accelerated Varicent Incentives Implementation by our Sponsor BHG

Varicent Incentives 3:30 – 4:10 pm

Session:
No Code, No Problem: Experience Builder
Our App Builder has entered a new generation. Attend this session and see how you can leverage Varicent's no-code app builder solution to create custom apps that support your people, processes, and plans.

Varicent Incentives 3:30 – 4:10 pm

Session to be announced

4:20 – 5:00 pm

Session:
How Varicent & Intangent Established an Agile, Scalable Commissions Process for Citizens Bank by our sponsor Intangent
Citizens Bank needed to overhaul their sales performance management approach to get all their plans onto a single enterprise platform that could fulfill the unique requirements for their different lines of business. Learn how they partnered with Varicent and Intangent to help them design a scalable, flexible solution to support their short-term strategies and long-term vision.

Varicent Incentives 4:20 – 5:05 pm

Session:
Can We Talk? Improving Communication on What’s Important for Sales
Better transparency into what’s happening and why can demystify the process for sales teams, allowing them to focus more time on what they do best - selling. Whether it be clearer understanding of plan mechanics or faster resolution of disputes, communication is critical to healthier plan execution. Join this session to learn about recent enhancements in plan acceptance and dispute resolution capabilities so you can provide better clarity for your sales population.

Varicent Incentives 4:20 – 5:00 pm

Session:
The Bayer Team’s Advice on Building More Resilient Sales Plans
What is the current impact of mid-year changes to your business? Are you able to adapt when needed? Do you know which changes to make, when? Learn about Bayer’s global sales planning journey and hear from the team of experts who are leading sales planning transformation within Bayer. Session will include an open Q&A.

Sales Planning 4:20 – 5:00 pm

Session:
Ravago: A Success Story on Turning Complexity Into Simplicity
Ravago is a global plastics and chemicals distribution company with less than 200 payees in North America. It sounds simple. But in reality, complex plans are in place to encourage sales of groups, segments, and individuals. It might be too much for any other team who doesn't have the patience and the detailed expertise to manage variable compensation. Learn about this team’s decision to choose Varicent, and proceed to successfully build and maintain a sales performance management program that sets them apart.

Varicent Incentives 11:00 – 11:40 am

Session:
We Need to Talk About Quotas
Poorly assigned quotas remain one of the top issues for effective sales compensation plans, yet few companies do the work to discover and implement strategies that appropriately focus sellers and align with corporative objectives. We outline three innovative approaches to quotas that lead to more productive sellers, less seller churn, and more cost-effective comp plans.

Varicent Incentives 11:00 – 11:40 am

Session:
Extract, Load and Transform Design Thinking Workshop
Put on your design thinking cap for this Extract, Load, and Transform (ELT) workshop. Participate in a group brainstorm where you can share your pain points and considerations, then partner with a designer to design a rapid prototype to solve them. Leave the session with an understanding of data science, ELT, and design thinking methodologies, and shape the future of Varicent's product offerings.

Data and Analytics 11:00 – 11:40 am

Session:
SPM Family Feud: Quotas vs. Commissions
Often commission disputes and compensation confusion are symptoms of upstream sales planning issues, not computation or payment errors. By assessing the performance of your sales plans, you can unlock new ways to improve sales performance and increase the ROI of your compensation programs. Attend this session to learn new approaches to driving efficiencies between your sales plans and comp programs.

Sales Planning 11:50am – 12:30 pm

Session:
Too Much Data, Not Enough Understanding
How do I use the data I have to accomplish what I need to meet my goals? It's the question each team faces. Is there an inclusive answer? During this session we will explore the options and opportunities available today to meet the goals for next year, and improve our understanding of getting there along the way.

Varicent Incentives 11:50 am – 12:30 pm

Session:
Recurring Revenue: Varicent Incentives for a Changing World by our Sponsor Workcentive
Hop on board, everyone is doing it. More and more companies are recognizing the value of a recurring revenue-based sales strategy. From old school service-based companies to the latest tech SaaS companies and now there's a continued expansion beyond that. In many cases this requires a rethinking of how to measure and incentivize sales.

Varicent Incentives 11:50 am – 12:35 pm

Session:
Design DIY: Automation Workshop
Automating business processes requires a great deal of planning, testing, and ultimately confidence and trust in the solution provided. Work with a group of designers to co-design an environment for building, testing, and managing automated processes that you can trust for different parts of your planning and compensation workflows.

Varicent Incentives 11:50 am – 12:30 pm

Session:
Lessons From Varicent Advantage
Our customers are at the core of everything we do. That’s why our Varicent Advantage program exists – to give customers exclusive access to offerings so their teams can thrive using Varicent. In this session, we'll share tips and tricks from our most asked questions from the Ask an Expert and Performance Tuning programs. We will also provide an overview of our top lessons learned from Varicent Advantage.

Varicent Incentives 1:30 – 2:10 pm

Session:
Why Sales Leaders Need to Understand Data Analytics (Part 1)
Success with analytics is less about the tech, and more to do with asking the right questions. We reframe the concept of being "data-driven" to "evidence-driven," and focus on how data and analytics can answer key questions and solve important problems. The goal of the session is to give sales leaders a sense of ownership around analytics, and to get them excited to use it in ways that actually drive sales outcomes.

Data and Analytics 1:30 – 2:10 pm

Session:
Carving Territories with Maps and AI
A well-developed territory strategy might be the difference between hitting or missing your number this year. The process of territory design requires a balance of both art and science to achieve optimal performance of your sales teams while maximizing revenue. Varicent's visual mapping capabilities help you combine map-based and rules-based approaches to developing sales plans. Join this session to learn best practices, including analyzing heat maps and other visualizations, how to handle non-adjacent territories, and more techniques all designed to help you deliver plans that set sales teams up for success.

Sales Planning 1:30 – 2:10 pm

Session:
Design Boutique - Compensation
Have your voice heard. Help influence, vote, and co-create the future direction of Varicent Incentives and learn how to become a sponsor user. This workshop will provide a hands-on co-creation exercise where each attendee can pair up with a designer to present a pain point and then do a rapid mockup together to share their vision. This co-creation exercise will help Varicent understand your unique challenges, and will allow you to help shape the future direction of the product offerings.

Varicent Incentives 1:30 – 2:10 pm

Session:
“Fixer Upper” Model Fundamentals for Success
A healthy incentive compensation management system is like caring for your home. There are seasonal tasks like changing the batteries in the smoke detector and fundamentals proving sustained success and longevity, like a solid foundation. During this moderated interview, Sheldon Kenworthy will share important lessons with the Varicent customer community after working 10+ years with several organizations creating dozens of models. Sheldon reveals her detailed discovery method and provides important points of awareness to avoid “gotcha’s” and improve continuity. Working with business analysts, managers, sales operations, and the C-suite, Sheldon’s advice provides a plan for the whole team to be successful.

Varicent Incentives 2:20 – 3:00 pm

Session:
Sponsor Session with Accenture: Getting It Right: Incentive Compensation Management Industry Trends, Critical Success Factors, and Strategic Focus Areas
In this breakout session, a current practitioner with 23+ years of experience at Accenture will share proven points-of-view on getting an incentive compensation management program done right. Cross-industry trends, critical success factors, and strategic focus areas that are paramount to any incentive compensation management journey will be shared with customer success in mind.

Varicent Incentives 2:20 – 3:00 pm

Session:
REPEAT: No Code, No Problem: Experience Builder
Our App Builder has entered a new generation. Attend this repeat session and see how you can leverage Varicent's no code app builder solution to create custom apps that support your people, processes, and plans.

Varicent Incentives 2:20 – 3:00 pm

Session:
Why Predictive Analytics is the Foundation of Better Sales Decision-Making (Part 2)
In this session, we define predictive analytics and articulate the ways that prediction leads to better sales decisions. With some fun stories, examples, and a really well-told joke or two, we talk about the four ways that prediction drives sales decisions. The goal is to educate the audience on what predictive analytics is, and get them hungry to embed prediction in their important decisions.
We recommend attending Why Sales Leaders Need to Understand Data Analytics (Part 1) prior to this session.

Data and Analytics 2:20 – 3:00 pm

Session:
REPEAT: Product Roadmap: The Future of Sales Planning
Get a first look at Varicent's vision of the future for sales and go-to-market planning. Learn about the latest innovations designed to help sales and operations leaders maximize revenue potential, deliver reliable sales performance, and accelerate profitable growth through a purpose-built, dynamic solution.

Sales Planning 3:30 – 4:10 pm

Session:
How ELT Eliminated Hours of Effort for Varian Medical Systems
As an early adopter of the Varicent Extract, Load, and Transfer (ELT) Tony-Marin Farac of Varian Medical Systems was able to reduce the process times of his sales commission and tap into a level of understanding data for business. During this session learn the story behind the use and outcome of this program.

Data and Analytics 3:30 – 4:10 pm

Session:
The Building Blocks of Growth
The goal for any investment is getting a return on it. This includes products, solutions, and technology. By attending this session, you will learn how to build an investment for an initial and extension of your Incentives deployment.

Varicent Incentives 3:30 – 4:10 pm

Session:
Varicent Incentives Sneak Peek II: Comp Team Experience
Get a first look at our upcoming innovations for Varicent Incentives, and have the chance to provide your own feedback! You spoke, we listened. In part 2 of this interactive session, we share our new and upcoming updates that will streamline your processes and simplify your day-to-day. Join this session to hear about our forward-thinking geared towards the admin experience and comp teams.

Varicent Incentives 3:30 – 4:10 pm

Session:
How Sales Performance Management Paved the Way for Transformation
In 2020, Humana, a large US health company, undertook an enterprise transformation initiative to move to an SPM platform that was cohesive, holistic, and scaleable for their growing needs. Attendees will get insight into how the organization took on a large-scale transformation project, enabled a long-term speed-to-market program, and included an analytics approach to the expanded program.

Varicent Incentives 4:20 – 5:00 pm

Session:
Ask The Experts: Q&A with Sales Planning Team
Want to know more about Sales Planning? Round out the day of breakout sessions with a live question and answer session with Varicent’s team of sales planning experts.

Sales Planning 4:20 – 5:00 pm

Session:
REPEAT: Lessons From Varicent Advantage
Our customers are at the core of everything we do. That’s why our Varicent Advantage program exists – to give customers exclusive access to offerings so their teams can thrive using Varicent. In this session, we'll share tips and tricks from our most asked questions from the Ask an Expert and Performance Tuning programs. We will also provide an overview of our top lessons learned from Varicent Advantage.

Varicent Incentives 4:20 – 5:00 pm

Session:
Design Boutique - App Builder
Join us in a co-creation exercise to design the future of the App Builder. Share your perspectives and expectations, while learning more about the design process here at Varicent. This co-creation exercise will help Varicent understand your unique challenges and will allow you to help shape the future direction of the App Builder experience.

Sales Planning 4:20 – 5:00 pm

Session:
REPEAT: Designing Great Reports 101
Join the Varicent Design Team to learn the fundamentals of design, tips and tricks, and recieve direct coaching on how to create compelling report designs. This fast-paced course will cover design basics, color theory, text, and layout first-principles. We will show you the art of the possible, show you how this can be achieved using Varicent tools and we will leave you with a field-guide to take home.

Varicent Incentives 9:10 – 9:50 am

Session:
REPEAT: Varicent Incentives Sneak Peek II: Comp Team Experience
Get a first look at our upcoming innovations for Varicent Incentives, and have the chance to provide your own feedback! You spoke, we listened. In part 2 of this interactive session, we share our new and upcoming updates that will streamline your processes and simplify your day-to-day. Join this session to hear about our forward-thinking geared towards the admin experience and comp teams.

Varicent Incentives 9:10 – 9:50 am

Session:
Reduce Data Preparation Time and Effort by 50%
Whether it is too much time spent on data preparation or a lack of transparency, your data processes can have hidden costs and risks. Find out how other organizations have solved these challenges with Varicent ELT [Extract, Load, Transform]. Varicent ELT leverages the latest innovation like GPT-3 (Generative Pre-trained Transformer) to make it easy for all business users to own their data.

Varicent Incentives 9:10 – 9:50 am

Session:
REPEAT: Product Roadmap: Our Varicent Incentives Vision
Get a first look at the vision of Varicent's Incentives solution. Learn the latest enhancements that will support your unique incentive compensation needs, deliver faster time to market, and combine preconfigured capabilities with the flexibility and power our solution is known for.

Varicent Incentives 10:00 – 10:40 am

Session:
REPEAT: AI For Everyone: Level-up Your Analytics
Machine learning algorithms can unlock more insight into your data. However, leveraging these algorithms requires costly infrastructure and data scientists. Find out how Varicent AI's no-code platform can level up your staff and drive more significant insights to your organization in an effortless way.

Data and Analytics 10:00 – 10:40 am

Session:
REPEAT: Design Boutique – Compensation
Have your voice heard. Help influence, vote, and co-create the future direction of Varicent Incentives and learn how to become a sponsor user. This workshop will provide a hands-on co-creation exercise where each attendee can pair up with a designer to present a pain point and then do a rapid mockup together to share their vision. This co-creation exercise will help Varicent understand your unique challenges, and will allow you to help shape the future direction of the product offerings.

Varicent Incentives 10:00 – 10:40 am

Session:
REPEAT: We Need to Talk About Quotas
Poorly assigned quotas remain one of the top issues for effective sales compensation plans, yet few companies do the work to discover and implement strategies that appropriately focus sellers and align with corporative objectives. We outline three innovative approaches to quotas that lead to more productive sellers, less seller churn, and more cost-effective comp plans.

Sales Planning 10:00 – 10:40 am