ABOUT THE FACULTY
Our faculty of leading academics and world class experts in sales, marketing and service leadership actively works with leading business practitioners to develop research, education and management tools to help a new generation of growth leaders transform the go-to-market system and enable revenue growth across the enterprise. Our faculty includes the world’s leading minds in the core disciplines of sales and marketing leadership, teamwork across silos, data-driven sales management, go-to-market transformation and activity-based measures of account health and sales and marketing performance. The faculty supporting all of the research and education programs at the Revenue Enablement Institute includes:
Stephen Diorio, the Executive Director of the Revenue Enablement Institute. He is a leading authority go-to-market transformation, sales and marketing performance management, and revenue enablement. He has helped over 100 organizations to reengineer their selling strategies. technology portfolios, and revenue operations to accelerate growth and become more data-driven, digital and accountable. He is author of The 21st Century Commercial Model, a CXO Blueprint for Transforming Sales, Marketing and Service, and Beyond e: How Technology is Transforming Sales and Marketing Strategy.
Howard Brown a pioneer and recognized authority in revenue science, artificial intelligence and sales. A former clinical psychologist, Howard is at the vanguard of the technical and psychological advances in the science of revenue attainment. As Founder and CEO of ringDNA his team is delivering mission-critical RevOps solutions for some of the world’s largest companies. Goldman Sachs named him one of 100 Most Intriguing Entrepreneurs. Learn more about Howard’s insights on revenue operations and the science of growth
David Reibstein is the Professor of Marketing at the Wharton School of Business. Professor Reibstein is a work leading authority in marketing measurement, management, compensation and short and long term growth resource allocation. He is author of Marketing Metrics: The Definitive Guide to Measuring Marketing Performance, and Markets in Motion, What Every CMO Needs to Know About Growing in a Recession. Learn more about Professor Reibstein’s insights on growth and innovation investment in the post pandemic world.
Raghu Iyengar is the Miers-Busch, W’1885 Professor of Marketing at the Wharton School of Business and the Faculty Director of Wharton Customer Analytics where he conducts research and executive education programs at the vanguard of the advanced analytics revolution. Professor Iyengar is educating a new generation of data-savvy executives on how to use their customer data to accelerate growth. Learn more about Professor Iyengar’s insights into the ways growth leaders can leverage customer data and advanced analytics to grow.
David Edelman is an established authority in digital sales and marketing transformation. For three decades, he’s been leading digital marketing and sales transformation as a CMO at Aetna/CVS and as the leader of McKinsey, Digitas, and BCG’s digital marketing and sales transformation practice areas. Learn how David envisions using AI to address the complex challenges of leading a 21st century commercial model, including: scaling 1:1 personalization, optimizing the customer journey across campaigns, channels and content, and optimizing marketing planning and resource allocation.
Michael Smith is the Senior Managing Director, Blue Ridge Partners. Mr. Smith is an authority on virtual selling and sales channel acceleration. He has helped over 300 organizations unlock new growth by designing new organizational approaches, incentives and systems to optimally reallocate sales time and resources to the best customers, markets and territories. Learn more about Michael insights into the future of selling and the evolution of revenue operations.
Leonard Lodish is Professor of Marketing at the Wharton School of Business. Professor Lodish is a leading authority in sales management and at the vanguard of data-driven sales resource allocation and talent assessment – pioneering the development of analytic models and decision support systems for sales force deployment, talent, and resource allocation. For the last decade he’s taught the Leading the Effective Sales Force curriculum to a generation of global sales leaders. Learn how Professor Lodish is helping the next generation of growth leaders design and lead effective revenue teams.
Bob Kelly is the Chairman of the Sales Management Association. Mr. Kelly leads the only global professional association for managers focused in sales force effectiveness. Over the last decade, he has hosted and led research, forums and tools to help sales operations, enablement and leaders evolve the discipline of sales management to address the new buying reality. Learn more about Bobs research and insights into the ways sales managers and performance professionals can continue to improve the performance of the revenue teams they support in a 21st Century Commercial Model.
Chris Hummel is a Managing Director at the Revenue Enablement Institute leading CXO programs. Chris is a global CXO with a track record of accelerating revenue and adapting to changes in the buying and selling environment. He has successfully led sales, marketing and product teams at world-class companies like Oracle, SAP, Schneider Electric, Siemens and United Rentals. Learn more about his successes aligning sales and marketing; collaboratively creating digital products and services; and using brand repositioning to amplify business strategy to drive measurable and scalable growth.
Cam Tipping, Founder of the International Institute for Business Development Global Ltd (IIBD). Cam is a pioneer in algorithmic sales resource optimization, computer-based growth strategy simulation modeling, and virtual selling and education. He has advised and educated over 5,000 growth executives and sales managers from more than 60 countries on growth strategy and business development. Mr. Tipping is the developer of the SABRE business simulation tool used worldwide in businesses and MBA programs, and creator of ProfBehindTheGlass, an online education platform. Learn more about Cam’s insights into data-driven sales resource allocation and the evolution of virtual selling.
Neil Hoyne is a leading authority in data-driven customer relationship building, direct to customer (DTC) channels, and sustainable growth. As Google’s chief measurement strategist and global head of customer analytics he pioneers strategies for customer lifetime value, marketing attribution, dynamic pricing, content personalization, and truly democratized data. Neil is also a Senior Fellow at Wharton Customer Analytics where he works with the faculty to explore paradigm-shifting analytics that illuminate our understanding of customer relationships. Mr. Hoyne is the author if the upcoming book Converted (Penguin 2021) which teaches senior growth leaders how to build relationships with their best customers in a 21st Century Commercial Model.
Jeff McKittrick is Managing Director of Digital Sales Strategies. Jeff is a leading authority in revenue enablement with over 15 years of sales operations experience building and implementing digital selling and sales enablement platforms at Cisco and Hitachi Vantara. Jeff and his team at Hitachi Vantara won SiriusDecisions’ Program of the Year for Sales Operations for their work on creating the Digital Selling Platform. He is currently the Vice President, Sales Execution at WalkMe. Learn more about Jeff’s insights into turning sales enablement technologies into a force multiplier for sales.
Victor Bilgen is the Head of McChrystal Analytics. Mr. Bilgen is a pioneer in the emerging field of organizational performance and organizational network analysis – using advanced analytics to diagnose, evaluate, and enhance the performance and behavior of people and the organizations the operate within. He is developing tools that help sales leaders dramatically improve the communication, teamwork, responsiveness, engagement and decision-making of large distributed selling teams using the Team of Teams model. Learn more about Victors insights into managing “4D” selling organizations that are distributed, digital, dynamic and diverse.
Greg Munster is the Managing Director of Sales Transformation, is a leading authority in sales enablement and customer-centric go-to-market transformation. Greg has led numerous business transformation initiatives to drive revenue optimization and customer success at industry leading global technology firms including IBM, Lenovo, and Red Hat. Greg has over a decade of practical experience in the design, implementation and adoption of the sales technology portfolio including CRM, CPQ, Digital Asset Management and Learning Management within enterprises. Learn more about Greg’s insights into ways technology can better support revenue teams.
Doug Laney is a leading authority on valuing, monetizing and leveraging customer data assets. Doug originated the field of information economics and authored the best-selling book, “Infonomics.” He is a Data & Analytics Strategy Innovation Fellow at West Monroe Partners where he consults to business, data, and analytics leaders on conceiving and implementing new data-driven value streams. Doug is a three-time Gartner annual thought leadership award recipient, a World Economic Forum associate, Co-chairs the annual MIT Chief Data Officer Symposium and is a visiting professor at the University of Illinois and Carnegie Mellon’s business schools.
Kimberly Whitler is Assistant Professor at the University of Virginia Darden School of Business. Professor Whitler’s research that focuses on how board and C-level roles and decisions impact a firm’s growth performance and the evolving role of the CMO in driving growth, teamwork and firm value, compensation and resource allocation. Learn more about Kim’s research into the changing role of marketing and sales leadership in the C-suite and the need for better management of growth assets at the board level.
Bruce Rogers is a recognized leader in growth leadership, Mr. Rogers leads research and publishing initiatives focused on how today’s CXOs leverage technology and facilitate teamwork to create profitable growth. For the past 30 years, Bruce has been on the front lines studying and engaging the leaders of world-class growth organizations. He has profiled over 400 innovative CEOs, CXOs and entrepreneurs as the Chief Insights Officer at Forbes and the leader of the Forbes CMO Practice. He is the author of several seminal publications on growth leadership including: Marketing Accountability: A CEOs Blueprint for Driving Enterprise Value, and ”Profitable Brilliance: How Professional Service Firms Become Thought Leaders.”
Corey Torrence, Managing Director, Blue Ridge Partners. Mr. Torrence is an authority on sales transformation and revenue operations. He has helped over 200 organizations unlock new growth by designing new organizational approaches, incentives, and systems to optimally reallocate sales time and resources to the best customers, markets, and territories. Learn more about Corey’s insights into the Revenue Operations and commercial Transformation.