Oracle Hospitality Sales Conference 2016 Agenda

Transcription

1 Sales Conference 2016 Agenda Sunday Schedule October 23, :00 am - 7:00 pm 5:00 pm - 7:00 pm 7:00 pm - 9:00 pm Conference Registration Terrace Foyer Partner Showcase Terrace Foyer Welcome Reception Terrace Foyer, Pool Deck & Regency Ballroom V Monday Schedule October 24, :00 am - 7:50 am Breakfast All Attendees 7:50 am - 8:00 am Welcome & Logistics Louise Casamento Regency Ballroom VI-VII 8:00 am - 8:30 am Conference Opening Mike Webster Regency Ballroom VI-VII 8:30 am - 9:00 am Oracle & Mastercard: Driving Digital Commerce at Scale & Speed Catharina Eklof, Jennifer Macrae & Tim Brown Regency Ballroom VI-VII 9:00 am - 9:45 am Morning Break with Partner Showcase Terrace Foyer 9:45 am - 10:30 am 10:30 am - 11:15 am 11:15 am - 12:00 pm Regency Ballroom VI Regency Ballroom VII Regency Ballroom V Hanover A&B Moving on Up Bernard Jammet What s New with Simphony & Back Office Nick Low & Angie Andresen Hardware & How to Add Value on Deals John Nicewick, Jason Ford & Travis Brown Playing to Win Dale Grant Value Propositions - Software, Hardware & Cloud Migrations Ed Rothenberg & Mark Gausden Product Update - F&B Strategy Jay Upchurch & Brett Smith Partnering with Oracle Hospitality Jay Upchurch 12:00 pm - 1:00 pm Lunch 1:00 pm - 1:45 pm 1:45 pm - 2:30 pm Regency Ballroom VI Regency Ballroom VII Regency Ballroom V Hanover A&B Objection Handling Christopher Oden Mobility Empowering Our Customers Scott Beaudoin & George Zhang Pre-Sales Update Jeff Grossman, Gabor Bona & Chad Rupert Consulting Update Morten Brante How NOT to Demo Simphony Brian Burger & Mike Snow Sales Management 101 Dale Grant, John Malone & Saran Raksincharoensak 2:30 pm - 3:00 pm Afternoon Break with Partner Showcase Terrace Foyer 3:00 pm - 4:00 pm Strategy Update Jay Upchurch 4:00 pm - 4:45 pm 4:45 pm - 5:30 pm Food & Beverage Strategy Brett Smith Payment Strategy Stuart Taylor Regency Ballroom VI Regency Ballroom VII Regency Ballroom V Hanover A&B OPERA Cloud Spelled Out Trevor Sands & Patricio Rabbione The Payments Landscape Stuart Taylor & Ed Neal Hardware & Software Better Together John Nicewick, Jason Ford & Travis Brown 3:00 pm - 3:45 pm Unseating the Competition Martin Smethurst & Ned Rowland 3:45 pm - 4:15 pm Migrating Existing Customers to Cloud Brett Smith, Mark Gausden, Lori Rodriguez & James Meredith 4:15 pm - 4:45 pm Creating a Winning Closing Plan Chris Adams & Dan Carlin 4:45 pm - 5:30 pm Transitioning Our Customer Base to Cloud Sara Lavochkin & Jodi Stewart 5:30 pm - 6:00 pm Evening Break with Partner Showcase Terrace Foyer 6:00 pm - 6:30 pm 6:30 pm - 8:00 pm Cocktail Reception & Partner Showcase Terrace Foyer, Pool Deck & Regency Ballroom V Banquet Dinner & Recognition Dale Grant & Bernard Jammet Regency Ballroom VI-VII Hotel Strategy Daniel Krisch Integration Partner Program Anne Large Legend: All Attendees F&B Hotel Partner Sessions continued on next page Times and details subject to change.

2 Tuesday Schedule October 25, :00 am - 7:45 am Breakfast F&B Presentation Study Hall 7:15 am - 8:00 am Partner Showcase Terrace Foyer All Oracle Attendees 8:00 am - 8:30 am Keynote Bob Weiler Regency Ballroom VI-VII 8:30 am - 9:15 am Support Update Adriana Torres Regency Ballroom VI-VII 9:15 am - 10:00 am Cloud Operations Status Update & Vision Into the Future Dave Digiovine Regency Ballroom VI-VII 10:00 am - 10:30 am Morning Break with Partner Showcase Terrace Foyer Regency Ballroom VI Regency Ballroom VII Courtland Hotels All F&B Hotels Oracle s CX for Hospitality Scott Creighton & Vinson Lee 10:30 am - 11:15 am The Payments Landscape Stuart Taylor 10:30 am - 11:00 am Improving Our Ability to Contract Jon Malone, Leah Yomtovian & Kerry Gustafson 10:30 am - 11:15 am Regency Ballroom VI Regency Ballroom VII Regency Ballroom V Hanover A Hanover B The Learning Center Hotels F&B Teams F&B Teams 1-4 F&B Teams 5-8 F&B Teams 9-12 F&B Teams OPERA Go-to- Market Update Daniel Krisch & Ina Baeumer 11:15 am - 12:00 pm Consulting Update Rick Kennedy 12:00 pm - 12:45 pm What s New with Simphony & Back Office Nick Low & Angie Andresen 11:00 am - 11:30 am Improving Our Ability to Contract Jon Malone, Leah Yomtovian, Kerry Gustafson & Matt Lippman 11:30 am - 12:10 pm Putting the Puzzle Pieces Together Ned Rowland, Tim Brown, Mark Page, Gabriel Santarelli & Dan Carlin 12:10 pm - 12:45 pm 12:45 pm - 1:45 pm Lunch 1:45 pm - 2:45 pm 2:45 pm - 3:30 pm Regency Ballroom VI Regency Ballroom VII Regency Ballroom V Hanover A Hanover B The Learning Center Hotels F&B Teams 1-16 F&B Teams F&B Teams F&B Teams F&B Teams Beat the Competition! Panel: Kyle Wease, Manon Campbell, Daniel Krisch, Brett Wilson, Tyler Grant & Robert Garity Customer to Cloud Case Study Manfred Kaiser & Stefan Schaefer What s New with Simphony & Back Office Nick Low & Angie Andresen 1:45 pm - 2:15 pm Improving Our Ability to Contract Jon Malone, Leah Yomtovian, Kerry Gustafson & Matt Lippman 2:15 pm - 2:55 pm Putting the Puzzle Pieces Together Ned Rowland, Tim Brown, Mark Page, Gabriel Santarelli & Dan Carlin 2:55 pm - 3:30 pm 3:30 pm - 3:45 pm Afternoon Break Terrace Foyer 3:45 pm - 4:45 pm Regency Ballroom VI & VII Regency Ballroom V Hanover A Hanover B The Learning Center Greenbriar All F&B Hotels Hotels Hotels Hotels Hotels Fan on the Street Dale Grant NA Regional Dan Bell EMEA Regional Manfred Kaiser LAD Regional Gabriel Pestalardo Casino Team Meeting Scott Lampman JAPAC Regional Grahame Tate 4:45 pm - 5:15 pm Conference Closing Mike Webster, Dale Grant & Bernard Jammet Regency Ballroom VI-VII

3 Sales Conference 2016 Session Descriptions General Sessions Oracle & Mastercard: Driving Digital Commerce at Scale & Speed Presented by Catharina Eklof, Jennifer Macrae & Tim Brown By combining Oracle s technologies with Mastercard s innovation and data analytics the two partners are driving digital commerce at scale and speed. As an example, Oracle is partnering with Mastercard to facilitate easy payment at table, order ahead and bill splitting via Qkr! an award-winning solution that is already delighting customers of Wagamama restaurants in the UK. Presenters will share how enhanced digital payments deliver operational efficiencies, increase consumer loyalty and enable more targeted customer interactions. Support Update Presented by Adriana Torres Adriana Torres, SVP of Hospitality Support will present the new Operating Model for Customer Support and will discuss how the new model will lead to changes in the service delivery, operations efficiency and customer experience. The session will illustrate how an operating model serves as the link between a company s strategy and organizational capabilities that converts strategy to results. Cloud Operations Status Update & Vision Into the Future Presented by Dave Digiovine Join Dave Digiovine as he speaks about the plan to strengthen our cloud operations and services, while understanding the value that OCI brings to our cloud customers and processes. Partner Sessions Partnering with Presented by Jay Upchurch Join Jay Upchurch, Vice President Strategy, for a discussion of Oracle Hospitality s partner strategy, go-to-market opportunities for system integrators and independent software vendors offering complementary solutions and services that enable customers to optimize our solutions. We will discuss how to engage with Oracle Hospitality, the various programs and initiatives available to partners to support our joint go to market success and accelerate cloud adoption by our customers. Food & Beverage Strategy Presented by Brett Smith Join Brett Smith, Senior Director Food & Beverage Strategy, for a strategic discussion of our F&B portfolio and key initiatives designed to accelerate Cloud adoption. In this session, we will review opportunities for partners and the resources offered to enable partners to go to market with our solutions. Payment Strategy Presented by Stuart Taylor Join Stuart Taylor, Senior Director Payment Strategy, for an update on our Payments strategy, new features in the Oracle Payment Interface, and opportunities for integration through Oracle Payment Interface. Hotel Strategy Presented by Daniel Krisch Join Daniel Krisch, Senior Director Hotel Strategy, for a strategic discussion of our Hotel portfolio and key initiatives designed to accelerate Cloud adoption. In this session, we will review opportunities for partners and the resources offered to enable partners to go to market with our solutions. Technology plays an important role when integrating to Oracle solutions; we will discuss how to leverage technology to scale integrations between hotel solutions and other Oracle applications. Integration Partner Program Presented by Anne Large Join Anne Large, Senior Director Alliances and Partner Strategy for an interactive discussion of how to develop and validate an integration to an solution via the Integration Partner Program. Representatives from Oracle Hospitality Consulting will be on hand to address your technical questions and to review the validation process and post-integration support opportunities for your interface. Times and details subject to change.

4 Session Descriptions (CONTINUED) Hotel Moving on Up Presented by Bernard Jammet Leading the way of our journey. An exciting and inspiring welcome sharing the priorities for 2017; preparing for success and moving to the Cloud. Not only welcoming the team but embracing change and preparing for success and moving to the Cloud. What s New with Simphony & Back Office Presented by Nick Low & Angie Andresen Learn the benefits of the offering and updates to the user interface. Take maximum advantage of the value that Simphony can bring to your deals. Hardware & How to Add Value on Deals Presented by John Nicewick, Jason Ford & Travis Brown Hear about configuration, value proposition, the competitive set and work together with your friends to pitch. Objection Handling Presented by Christopher Oden Learn how to better prepare for common objections and how to handle unexpected. A panel discussion of situations you need to be prepared to tackle. Mobility Empowering Our Customers Presented by Scott Beaudoin & George Zhang Get your customers technology and staff out of the back office! PMS technology and Simphony technology on the go. Strategy Update Presented by Jay Upchurch Our presenter will help us understand our vision going forward and how our solutions fit into the market place today. OPERA Cloud Spelled Out Presented by Trevor Sands & Patricio Rabbione Learn about the insides of OPERA Cloud and how it can make an impact to our customers. Understand different migration options to get our customers data to the cloud. The Payments Landscape Presented by Stuart Taylor & Ed Neal What is new and certified for Cloud and on-premise for OPERA & Simphony; The presentation will be segmented for North America and locations around the world. Transitioning Our Customer Base to Cloud Presented by Sara Lavochkin & Jodi Stewart Moving our customer base to cloud is a strategic initiative for HGBU and a transition that can be challenging to navigate. Moving a customer to cloud can mean moving an existing hosted customer to new cloud parts and a new cloud agreement, it can also mean moving an on premise customer to cloud for the first time. Come learn what choices you have when setting the transition strategy for your accounts and how to prepare. Improving Our Ability to Contract Presented by Jon Malone, Leah Yomtovian & Kerry Gustafson Oracle is transforming how we sell to and care for our customers. Learn how you can take advantage of these improvements and stay on the Accelerated Express path with no end of quarter cutoffs. Also learn about the Oracle Store Initiative where developers are buildingout the Oracle Store to allow HGBU franchisee customers the ability to complete orders themselves at pre-negotiated prices. Come hear about this customer self-service project! Oracle s CX for Hospitality Presented by Scott Creighton & Vinson Lee Successful organizations must have a customer-centric strategy to succeed as they navigate this new and dynamic mobile, social, cloud and digital environment. Learn how an Oracle CX hospitality solution combining the Oracle CX cloud solutions with the core OPERA hotel and Simphony food & beverage solutions adds to the Oracle value proposition.

5 Sales Conference 2016 Session Descriptions (CONTINUED) Hotel (CONTINUED) OPERA Go-to-Market Update Presented by Daniel Krisch & Ina Baeumer Learn more about the overall go to market approach leading with OPERA Cloud including the benefits and relevance to our customers. Get some insights into how the whole OPERA portfolio and rich feature set fits with our different markets. Consulting Update Presented by Rick Kennedy Learn more about how to sell PM time, travel time, how to use the Consulting Calculator and the value of Oracle Consulting. Beat the Competition! Presented by Kyle Wease, Manon Campbell, Daniel Krisch, Brett Wilson, Tyler Grant & Robert Garity Competitors are making a play for our customers; Attend to learn what we can do to Beat the Competition! Customer to Cloud Case Study Presented by Manfred Kaiser & Stefan Schaefer Hear about the experiences from our global pilot chain for OPERA Cloud and gain insight about a successful implementation of Simphony Cloud. Various Presenters Regional breakout sessions. Separate event locations for North America, JAPAC, LAD, EMEA and the Casino teams. F&B Playing to Win Presented by Dale Grant Welcome Oracle Sales Professionals. Listen to Dale Grant open the conference, review some lessons learned and show the way the HGBU will improve for the rest of FY17 and beyond. Two days of value-filled sessions lie ahead that will help you develop your sales cadence. Embrace the opportunity! Value Propositions - Software, Hardware & Cloud Migrations Presented by Ed Rothenberg & Mark Gausden You can t sell anything if you can t tell anything (Beth Comstock - Vice Chair of GE) Let your proposal make a bigger impact by using s core value propositions and make your message resonate with key decision makers. Product Update - F&B Strategy Presented by Jay Upchurch & Brett Smith Who says you can t get there from here? Oracle s streamlined and clear product development strategy empowers you to meet your sales goals. Listen to what s in store. Consulting and Pre-Sales Update Presented by Morten Brante, Jeff Grossman, Gabor Bona & Chad Rupert The last 18 months have been formative and life changing. The result is a better HGBU organization that s faster, develops and employs best practices and continues to deliver compelling offers to the Hospitality Community. See what tools and processes enable this agility that help you and your customers to succeed. How NOT to Demo Simphony Presented by Brian Burger & Mike Snow Move your conversation from features and functions to an underestanding of business needs and value points supported by our hardware and software. Sales Management 101 Presented by Dale Grant, John Malone & Saran Raksincharoensak Leverage the tools and processes that allow you to lead and manage a team of Sales Associates. Implement a management system that uses Oracle Sales Cloud for reporting, forecasting and managing your business. Times and details subject to change.

6 Session Descriptions (CONTINUED) F&B (CONTINUED) Hardware & Software Better Together Presented by John Nicewick, Jason Ford & Travis Brown Learn how Oracle s Hardware Portfolio is developed to continue working Better Together with Software. See how Support and Warranty completes the picture for a truly World-class hardware solution portfolio. Unseating the Competition Presented by Martin Smethurst & Ned Rowland Listen to case studies to understand the key messages used and tools employed to engage and win over competitive accounts. Learn the specifics that differentiate the sales approach for this type of customer and make a dent in the competition. Migrating Existing Customers to Cloud Presented by Brett Smith, Mark Gausden, Lori Rodriguez & James Meredith Want to do more with greater speed and security while catering to the largest growing demographic and spend less doing it? Welcome to the Cloud! Harvest opportunities to give those back office PC s their well deserved retirement and drive revenue from customers who are already accustomed to our solutions. Creating a Winning Closing Plan Presented by Chris Adams & Dan Carlin You ve done everything right. You ve addressed the customer s pain points, you ve articulated our value propositions, you know the customer s price point. It s time to close the deal. Learn how to develop a winning close plan and what its components are. Follow this recipe to help you bridge that last gap. The Payments Landscape Presented by Stuart Taylor Restaurant with a great reputation: Check. Profitable operations: Check. Having a reliable and secure payment processing system: PRICELESS! Learn how Oracle helps our customers implement world class payment solutions. What s New with Simphony & Back Office Presented by Nick Low & Angie Andersen This year, Christmas comes two months early! See all the goodies the next releases of Oracle s Simphony has in store for you and your customers. Improving Our Ability to Contract Presented by Jon Malone, Leah Yomtovian, Kerry Gustafson & Matt Lippman Oracle is transforming how we sell to and care for our customers. Learn how you can take advantage of these improvements and stay on the Accelerated Express path with no end of quarter cutoffs. Also learn about the Oracle Store Initiative where developers are buildingout the Oracle Store to allow HGBU franchisee customers the ability to complete orders themselves at pre-negotiated prices. Come hear about this customer self-service project! Putting the Puzzle Pieces Together Presented by Ned Rowland, Tim Brown, Mark Page, Gabriel Santarelli & Dan Carlin Restaurant POS is rarely an island on its own. Integration capabilities with complementary solutions strengthen Oracle s offering and help win customers. Learn how to survey the needs and typical integration points for our solutions. Presented by All It s time to put everything you learned into practice. The Competition will showcase the take-aways from previous Account Strategy and Sales Cloud presentations as well as use all Value Propositions, common Red Flags and a Close Plan. Put on your creativity hats! Fan on the Street Presented by Dale Grant Navy SEALs say The more you sweat in training the less you bleed in combat. The past two days have been busy. Here s how you can leverage what you ve learned to increase your sales and income.