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Sales Management That Works
Founders, investors, and experienced CEOs know that sales is vital to successful ventures, and that selling is changing. But the impact on business development of new buying processes, data, and technologies is often misunderstood. In this webinar, Frank Cespedes can help you to separate signal from noise in thinking about the impact of changing selling requirements on starting and scaling ventures.

Professor Frank Cespedes is Senior Lecturer at HBS where he has taught the required Marketing, Strategy and TEM courses, started the Entrepreneurial Sales & Marketing course, teaches in the Owner-President Management program (OPM) for CEOs, and runs an executive program on Linking Strategy and Sales.

How To Plan Platform Strategy In A Global Digital Landscape

The advent of digital technologies and artificial intelligence have transformed how, when, and where companies can create and capture value. Tune in for an overview of competition fundamentals, platform strategy, and policy environments in this digital world. Learn key considerations for competing in the digital economy from global company examples and academic insights. What are network effects, and how can they create competitive advantage? How do you overcome the chicken-and-egg problem in establishing a multi-sided platform? What are key policy areas governing digital business, and how do you navigate them? How can you leverage global markets to scale?

Nataliya Langburd Wright has advised on digital economy issues at the World Bank and the White House Council of Economic Advisors. She also has advised and mentored  startups and social enterprises in the U.S., Europe, and Asia. Nataliya completed her B.A. at Yale University and MPhil at the University of Cambridge. She currently is pursuing a PhD in strategy at Harvard Business School.

Launching Tech Products In Tough Economic Times: 3 crucial questions to ask before launch – not afterwards!

Hear from the leaders in Silicon Valley product/market success, who will provide an overview of the framework/tools/real examples from 225 clients and newly-updated Crossing the Chasm 3.0
Chasm Institute helps bring innovative new products to market by advising founders and investors - in both new tech ventures + larger growth companies - on how to accelerate + scale to profitable growth.

Michael Eckhardt is Managing Director & Client Services Leader at Chasm Institute, a Silicon Valley consultancy, is a veteran of PwC, Harbridge Consulting, HP, and TCG / Everest.  An MBA graduate of Harvard Business School + Wall Street Journal Award winner, Eckhardt has deep expertise in defining winning product / market strategies for start-ups / scale-ups, to accelerate profitable growth and gain market power + competitive advantage.

Entrepreneurial Leadership: The Art of Launching New Ventures, Inspiring Others, and Running Stuff

Many leaders see their roles as presiders/managers, with a primary focus on keeping results consistent with past performance and on budget. These kinds of leaders make important contributions but rarely leave a mark on the organizations they serve. For those wanting to make a lasting impact and guide their companies through crises like the one we’re facing now, new skills are required. They need to learn to launch new initiatives, inspire others, and champion innovative approaches.
Joel Peterson calls these higher-level leaders “entrepreneurial leaders,” and they create durable enterprises that deliver on their promise. He will touch on the four essential components of the path to entrepreneurial leadership: • Establishing Trust • Creating a Sense of Mission • Building a Cohesive Team • Executing and Delivering Results

Joel Peterson was most recently the Chairman of JetBlue Airways and The Hoover Institution, and the Founding Partner of Peterson Partners, a Salt Lake City-based investment management firm with $1B under management. Since 1992, Peterson has been on the faculty at the Graduate School of Business at Stanford University, teaching courses in real estate investment, entrepreneurship, and leadership. He’s been called the “Mr. Rogers of Silicon Valley” in this profile and has appeared on Fox & Friends, CNN’s Quest Means Business, CBS Radio, and BNN Bloomberg among other outlets.

Who's Really Going To Make Money In AI And Machine Learning?

AI seems to be everywhere. It is near impossible to read the media without hearing about the transformative impact of AI on business and society. Gartner research predicts that enterprises will derive up to $3.9 trillion in value from AI by 2022. In 2018 US venture capital funding for AI grew 72% year over year to a whopping $9.3B. Governments are one upping each other with announcements of their AI strategies. And an AI talent war has broken out among the global technology giants. For all the hype it is hard to get a clear picture of what is really going on with AI and how it will play out. This webinar will provide an executive overview of AI including a definition of the technology and the introduction of an AI value chain to frame how value is being created from startups to corporates to countries. It will look at some of the successful AI startups and some of the questions to consider for investing in early stage AI companies. It will take a deep diver into the enterprise and how AI is being used to create value with common use cases and cases studies. And it will identify emerging best practice for getting started with AI projects along with the AI governance and oversight responsibilities of this emerging technology.

Simon Greenman is Co-founder of Best Practice AI, an AI management consultancy that helps organisations create competitive advantage with AI.  Simon is a member of the World Economic Forum’s Global AI Council. He has over twenty years of experience leading International companies through digital innovation and transformation.  Early in his career he co-founded MapQuest.com, the first online mapping service and brand.  He is a Co-Chair of the Harvard Business School Alumni Angels of London, an AI Expert in Residence at Seedcamp.  He holds a degree in Computing and Artificial Intelligence.