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Conference Presentation

Hiring Renewal Sales Specialists and Managing Your Renewal Pipeline

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Best Practices in Hiring Renewals Sales Specialists Presented by Sheryl Verhelle and Sandy Erickson, Infor As Infor’s subscription and maintenance businesses have matured and evolved, we have developed best practices for hiring Renewal Sales Specialists. Infor recognizes the skills and personality traits required to succeed as Renewal Sales Specialists. We have added the important attribute of sales experience to the Renewal Specialist role. And, we also search for personalities who recognize the importance of the customer experience and excel in contributing to customer success. With 73,000+ customers and 130+ Renewal Sales Specialists worldwide, Infor will share best practices we have implemented to successfully transform our business. And you won’t want to miss the discussion on compensation and ongoing development plans for Renewal Sales Specialists. Proactively and Programmatically Managing Your (Growing) Renewal Pipeline Presented by Jane Graham, Blackbaud Blackbaud is the leading provider of software and services for the nonprofit, charitable giving and education communities with over 30,000 clients worldwide. The Renewals team at Blackbaud has produced industry-leading retention rates over the last two years. We have maximized efficiencies in managing the renewal pipeline, we hold high level adoption and usage conversations, and we drive upsell in an environment where each rep owns between 400 and 2,000 customers. And, our Renewal Specialists have a mix of maintenance and SaaS renewals. Learn how the Blackbaud Renewals team: • Segments account territories • Prioritizes proactive renewal outreach • Develops compensation plans to push the right behavior • Leverages tools like and Gainsight to automate renewal pipeline generation and ensure clients are realizing value • Provides the Executive team with a weekly churn analysis to inform decision making and drive improvements

Presented By:

Jane Graham

Director, Customer Retention, Blackbaud

Sheryl Verhelle

Director, Infor Subscription Services-Americas Infor, Infor

Sandy Erickson

Sr. Manager, Infor Subscription Services, Infor

Publish Date: May 4, 2016

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Peg Rodarmel, SVP, Subscription Services, Infor

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