The Sales Management Association. All rights reserved. Version 2.0

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1 The Sales Management Association. All rights reserved. Version 2.0

2 Alpha Bravo Distribution (B) Sales Compensation Plan Policies Join Us Dec 2010 At The YEAR S BEST SALES FORCE EFFECTIVENESS CONFERENCE #SFPC2016 The Sales Management Association s annual Sales Force Productivity Conference is the premiere education and networking event for sales leadership, sales operations, and sales effectiveness professionals. More than 300 senior-level sales professionals and thought leaders will return to learn the latest industry trends and technologies. This document provides an overview of conference sponsorship opportunities for the 2016 event. BECOME A SPONSOR 2

3 CONFERENCE AT A GLANCE Date October 25 th through October 27 th 2016 Venue The Ritz-Carlton Buckhead 3434 Peachtree Road, N.E. Atlanta, Georgia (404) Conference Format Educational keynote presentations, panel discussions, practitioner briefings, and workshop tracks. Delegates may elect to attend optional training courses. A concurrent vendor exhibition will be staged during the event, and will be enhanced with scheduled one-on-one networking sessions for exhibitors and delegates. Networking functions include two cocktail receptions, breakfasts and lunches. Attendees 300 senior practitioner delegates in sales management, sales operations, sales learning and development, and sales effectiveness functions. Sponsors 15 to 20 exhibiting sponsors marketing offerings in professional services and sales effectiveness solutions, sales methodology, sales training, coaching and management development, and enabling technologies including CRM, Sales Performance Management, Sales Enablement, Business Intelligence, and Sales Analytics. Topics and Content Aligning sales and strategy Sales analytics and reporting Sales manager learning and development Sales force technology investments Sales operations effectiveness Sales performance management Sales force motivation, incentives, and compensation Defining organic growth priorities 3

4 Sales Force Productivity Conference: Attendee Profile Sales Force Size Number Of Salespeople Industries % % More than 1,000 27% Includes: Telecoms, Financial Services, Energy, Travel and Hoispitality Other 24% Business Services 18% % % 251-1,000 19% Transportation and Distribution 13% Pharmaceutical and Medical 14% Software & Internet 17% Manufacturing and Industrial 14% Job Roles SVP/EVP/ President/CXX 11% Manager/ Senior Manager 35% Other 5% Vice President/ Director 49% 250+ Practitioner attendees 200 Companies represented 8 Countries 94 Cities 27 States 4

5 Practitioner Briefings: Fast, Focused, Collaborative. We introduced Practitioner Briefings at last year s event with great success. In 2016 we will be making them a prominent feature of our conference. Topics: Each briefing is organized around a single idea a sales effectiveness challenge, an emerging trend in management practice, an instructive case study, or a best practice approach. (Representative briefing topics are included below.) Format: At each briefing, up to two thought leaders present on a single topic. Presentations are minutes long, followed by discussion. Total length for each session is 25 minutes. Presenters provide each attendee with a practical deliverable, such as a tool, framework, checklist, or how-to guide. Delegates are asked to sign up for briefings at registration; each briefing topic is slotted 15 participants, and once fully subscribed is closed to additional registrants. Sponsor Engagement: Practitioner briefings offer a unique engagement opportunity for platinum and gold conference sponsors. Platinum sponsors host at least one conference briefing, and have first choice in selecting briefing topics. Gold sponsors may propose one briefing topic, which they will host if minimum enrollments requirements are met. Presenters are provided with contact details of participants, and may moderate web-based discussion on the special web page assigned to their briefing topic. Representative briefing topics Building a sales coaching culture Assessing analytics effectiveness Developing sales managers Building a sales management bench Assessing sales compensation plan effectiveness Sales manager incentive compensation: three plans that work Five ways of measuring sales force effectiveness Sales manager competencies Sales ops best practices Sales training best practices Sales performance management best practices/case study 5

6 SPONSOR OPTION SILVER $12,500 Silver package includes: Marketing exposure including placement of company logo with link on the conference website and event guide, and signage. High-traffic table-top exhibition throughout the conference; Exhibition area shares space used for breaks, meals, and receptions in order to enhance interaction with delegates. Two free conference registrations. Promotion as a conference sponsor on the event website with a link to your site. Branded inclusion in promotional s sent to our membership of 7,500+ and mailing list of 26,000 pre and post event. Considered to present one Practitioner Briefing. Topic and practitioner co-presenter subject to Sales Management Association approval. 100-word description in the event guide. SFPC is a great forum for sales leaders to come together and share ideas. If you are looking to grow in the space, this event makes it easy to connect with decision makers. Dave Christofaro Director of Sales Talent Optimization at Sales Performance International 6

7 SPONSOR OPTION gold $18,000 Gold package includes: Silver sponsor benefits, plus: Workshop or panel participation (assigned by Sales Management Association). Consideration for keynote presentation. Premium exhibition placement. Preferred placement in promotional s and event signage. Up to 200 word firm description in the event guide. One additional free admission (three total). Special discounted rate to offer preferred registration rate to friends of the firm. Access to post-event registration list with full delegate contact information. The Sales Management Association has filled a longtime void for those practitioners and vendors focused on Sales Operations. The annual conference is the one venue that brings together the perfect cross section of expert users, providers, analysts and educators to share ideas and solutions. Ken Kramer Vice President of Sales & Marketing at TerrAlign 7

8 SPONSOR OPTION PLATINUM $27,500 Platinum package includes: Gold benefits*, plus: Keynote presentation participation with practitioner co-presenter(s). Topic and speaker(s) subject to Sales Management Association approval. Consideration for training workshop delivery on Day 1 (assigned by Sales Management Association) Guaranteed minimum of one Practitioner Briefing hosting opportunity (topic jointly determined with Sales Management Association) Opportunity to submit one additional Practitioner Briefing topic (held if minimum enrollment requirement is met) Premium exhibition placement Premier positioning in promotional s and event signage One additional conference registration (four total) First choice (with other Platinum sponsors) for sponsorship levels for Sales Management Association s 2016 annual conference. * Except for general session address and speaker introduction 8

9 ADDITIONAL SPONSORSHIP OPPORTUNITIES Monday Opening Cocktail Reception $5,000 Includes wine and beer, passed Hors d oeuvres, signage and table tents on reception tables, sponsor collateral at checkin tables, listing in program guide and website, and two attendee passes. Tuesday Full Buffet Breakfast - $8,500 Includes signage at buffet, table tents in room, two minutes mic time and/or 2 min video (produced by sponsor, subject to approval 6 weeks in advance), listing in program guide and website, and two attendee passes. Tuesday Lunch - $8,000 Includes signage and table tents in lunch room, two minutes of mic time, listing in program guide and website, and two attendee passes. Tuesday Coffee Station - $3,000 Includes signage at coffee/water stations in main area throughout the day, listing in program guide and website, and one attendee pass. Tuesday Cocktails and Networking $6,500 Includes wine and beer, heavy appetizers, signage and table tents on reception tables, sponsor collateral at tables, listing in program guide and website, and two attendee passes. Wednesday Continental Breakfast - $8,500 Includes signage and table tents in room, two minutes mic time, listing in program guide and website, and two attendee passes. Wednesday Morning Break - $2,000 Includes signage at coffee/water stations in main area, listing in program guide and website, and one attendee pass. Lanyards - $2,000 Imprinted company logo on all attendee lanyards. Room Drops - $1,000 Sponsor information delivered under the door to all attendees hotel rooms in host hotel. Available on Monday evening and Tuesday afternoon. 9

10 SPONSORSHIP AGREEMENT Sales Compensation TERMS Plan Policies & CONDITIONS Alpha Bravo Distribution (B) Dec 2010 ACCEPTANCE OF SPONSORSHIP: Sponsorship is confirmed upon receipt of payment or notification by the Sales management Association. The Sales management Association reserves the right to reject any application for sponsorship. FREE AND REDUCED-RATECONFERENCE PASSES: You will receive oneor more free conference passes according to your sponsorship level, as detailed above. Should you not need all of your allocated passes, you may offer them friends, clients, or colleagues. A conference pass allows for admission to all conference events and meals. ADDITIONAL CONFERENCE PASSES: You will be eligible to purchase additional conference passes at a special reduced rate, outlined in your confirmation packet. This rate will be at least 40% below the standard registration rate. CANCELLATION OF SPONSORSHIP: Sponsorship cancellations must be made in writing. Cancellations received before 1 August 2016 will be refunded the sponsorship fee less 50%. EXHIBIT TABLE SPACE: The Sales Management Association will provide a single 30 by 6 draped table and two chairs, and will assign tables to exhibitors. Exhibits must be contained within the assigned space, unless prior approval is secured from the Sales Management Association. Exhibit space is assigned in order of sponsorship level and payment date. FEES AND PAYMENT: Total sponsorship fee is required 30 days net receipt of your invoice. Sponsorship and exhibition assignments are not confirmed until your payment is received. The sponsorship agreement becomes a contract when signed by the sponsor and accepted by the Sales Management Association. EXHIBIT RESTRICTIONS: The Sales Management Association reserves the right to restrict or prohibit exhibits which, because of noise, method of operation, or any other reason, are objectionable or otherwise detract from or are out of keeping with the character of the 2015 Sales Productivity and Performance Management Conference as a whole. The Sales Management Association may prohibit installation or request removal or discontinuance of any exhibitor or promotion that, if continued, departs substantially from exhibitor s pre-approved design and description. In the event of such restrictions prohibitions or removal, the Sales Management Association shall not be liable to the sponsor exhibitor. HOTEL RESERVATIONS: Sponsors should make reservations directly with the hotel. We encourage sponsors to reserve early in order to take advantage of group rates. Sales Management Association will provide complementary suite upgrades to the first five confirmed platinum or gold sponsors. PROMOTIONAL MATERIAL DISTRIBUTION: Advertising and promotion materials may be distributed from the exhibit table only. No materials may be placed on seats, attached to walls, ceilings, or woodwork in the conference facility, or left in public places or breakout rooms for distribution, unless by prior agreement with The Sales Management Association. INSTALLATION AND REMOVAL OF EXHIBITS: Please refer to the confirmation packet for schedule of setup and breakdown times for exhibit tables. Sponsors shall be responsible for the delivery, setup, and removal of equipment and display material to and from the exhibit table area. PROTECTION OF FACILITY PROPERTY: Sponsors will be held responsible for any damage done to the building by them or they are employees. SECURITY: On-site staff of exhibit table is optional. Exhibit space is open to the public and will not be secured or monitored by the Sales Management Association. LIABILITY AND INSURANCE: The Sales Management Association, Sales Management Association STAFF, the conference facility, the employees or representatives thereof, and other organizations and persons connected with this conference shall not be held responsible for any injury, loss, or damage that may occur to the sponsor or employees of the sponsor or their property from any cause whatsoever, prior to, during, or subsequent to the period covered by the sponsorship contract. Sponsors should place their own insurance to cover all contingencies. The sponsor agrees to indemnify those listed above against any claims or such loss, damage, or injury. Upon signing the sponsorship agreement, the sponsor expressly releases the foregoing institutions, individuals, and committees from any and all claims of loss, damage, or injury. This also includes the period of storage prior to and following the conference. Small articles of value should be properly secured or removed for safe keeping prior to leaving the exhibit unattended. Sponsor assumes entire responsibility and hereby agrees to protect, indemnify, defend, and save the Sales Management Association, its staff, the conference facilities, and its employees and agents harmless against all claims, losses, and damages to persons or property, governmental charges or finds, and attorneys fees arising out of or caused by sponsors installation, removal, maintenance, occupancy, or use of the exhibit/conference premises or a part thereof. Additional terms and conditions required by the conference facility may apply and will be provided with your confirmation packet. 10

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