During her time with AVI-SPL, Danielle’s expertise in collaboration technology – paired with her keen eye for offering development – has enhanced AVI-SPL’s ability to create meaningful experiences for customers. In her previous role as product manager, she designed and managed the company’s Unified Communications and Collaboration service portfolio to deliver industry-leading value. Today, she leads strategic program development and operations for the Global Accounts Program, striving to bring exceptional outcomes to clients around the world.
Danielle holds a Bachelor’s degree in Organizational Communication and Spanish from the University of Portland and a Master of Business Administration degree from the University of the Incarnate Word. She currently resides in the Philadelphia area with her husband and daughter. As an Oregon native, she loves to explore mountain landscapes and is an avid Duck fan.
Partner & Director
John Pineda joined Boston Consulting Group’s San Francisco office in 2004 and worked for a year in the London office as part of BCG’s Ambassador Program. He is a core member of BCG's Technology, Media, & Telecommunications and Marketing, Sales & Pricing practices.
John is an expert in pricing model transformation, monetization of digital platforms, and pricing to value to improve core business profitability. He has worked with clients across a wide range of industries including technology, data/business services, life sciences, industrial goods, and financial institutions. He has supported clients in implementing large-scale pricing programs, applying pricing quick hits tactics, and developing new subscription-as-a-service revenue models.
John is part of the team that developed Pricing Catalyst and other pricing tools. Pricing Catalyst is a cloud-based business-intelligence toolset that combines BCG’s consulting services with a powerful yet easy-to-use data science software platform customizable to each company's specific needs.
Prior to joining BCG, John worked as a consulting manager and manager of business operations in the technology services group at DoubleClick. John has also worked as a consultant at Accenture, where he configured SAP order-to-cash and pricing systems. He worked as a finance analyst at HP during his MBA internship.
David J. Ward is a principal and member of Vantage’s sourcing and supply chain management practice, where he specializes in leading clients through procurement and supply chain transformations. He has deep expertise in strategic sourcing, category management, supplier relationship governance, and change management. David’s experience includes pharmaceuticals packing and distribution, clinical development and outsourcing, and direct materials sourcing. He also is an experienced training instructor and facilitator.
Prior to joining Vantage Partners, David was most recently executive director of global procurement, Europe and emerging markets, for Merck. Previously, he served as vice president of business development for Asia Pacifica and Japan for DHL Supply Chain. David also served as Procurement Director for Asia Pacific at GSK where he successfully created a harmonized procurement team from two legacy procurement organizations.
David speaks regularly at industry and professional conferences, including recent presentations on “Enhancing Negotiation Effectiveness” and other topics for the Institute for Supplier Management.
David is based in the United Kingdom and is a graduate of Thames Valley University.
Bill brings more than 30 years of experience in Sales and Channel Management in the industrial marketplace working for SKF, the worlds largest manufacturer of bearings, seals and related industrial components, and ERIKS North America, a specialty distributor of hose, sealing and conveying products. During his time he developed and managed industry leading sales teams, channel strategy, distribution networks & marketing strategy.
Bill has advised internationally as a SME on industrial distribution channels, sales and pricing strategy. Known for his work in economic value identification and a collaborative, customer centric approach Bill has advised on and led successful sales strategies across the disciplines of pricing, marketing and change management.
Bill is a member of the Board of Trustees for the PTDA Foundation and a speaker at the Strategic Account Management Association.
Six Sigman Green Belt CMC
Martyn founded Market-Partners Inc. in 1995. Since that time, he has worked with numerous selling teams across a broad-range of industries from start-ups to industry giants. Martyn has since developed a reputation as a dynamic speaker and authority on sales and marketing processes. Prior to Market-Partners Inc. he had extensive executive management, sales and marketing experience.
Senior Vice President
Shakeel Bharmal is an experienced business leader, management consultant, facilitator, and leadership coach. He has driven revenue growth by aligning customer-focused strategy with operational execution. His experience includes leading start-ups, process and organization transformations, product launches and turn-arounds.
Shakeel is the head of the leadership coaching, and strategic alignment practice at The Summit Group, a global sales and marketing transformation firm with a thirty-year history helping Fortune 1000 firms grow revenue and create value for their largest clients. He is also the founder of OceanBlue Strategic, a leadership coaching, facilitation, and consulting firm focused on helping leaders, entrepreneurs, and leadership teams embrace the challenges and opportunities in rapidly changing business environments. He is a practicing leadership coach with the Ivey Academy at the Ivey Business School and an ICF accredited Certified Leadership Coach.
His leadership experience includes 7 years as chief operating officer for the Canadian unit of a global NGO. In the corporate sector he served as general manager of global logistics, and director of marketing and sales effectiveness at Purolator. Other experiences include: management roles in the retail and wholesale oil & gas sector; teaching undergraduate and graduate courses in management at the University of British Columbia and Gold Platinum Institute in Russia; and as a strategy consultant to clients in aerospace, automotive, aviation, energy, internet, and transportation industries.
Shakeel holds an MBA from the Ivey Business School, where he graduated as Class Valedictorian. He immigrated with his family from Tanzania as a child, grew up in Vancouver, BC, and is currently based in Ottawa, Ontario, Canada.
Wednesday, October 26 | 7:00 AM-8:15 AM
Level: All audiences
Presenter: Shakeel Bharmal, Senior Vice President, The Summit Group
Given the business and personal revolutions and revelations of the past 3 years, it’s time take a good look at how leaders of SAMs work with each other. The broad forces impacting our lives include less in-person time, and the need to re-organize how work fits into life. This has drawn attention to the fact that leaders and their SAMs need to re-evaluate how they work together to balance high performance and work-life alignment. The pressure for performance is higher than ever and SAMs (and their leaders) have more work to do than time to do it. The best and most efficient way to execute a strategy is not always known by the leader, yet they have a responsibility to help their SAMs figure out how to meet their goals. In this session, we will share some approaches and facilitate a conversation on HOW leaders and their SAMs can figure things out together. We will cover the 4 types of HOW conversations and the supporting Leader and SAM competencies that will elevate collaboration.
Wednesday, October 26 | 8:30 AM-9:30 AM
Level: All audiences
Presenter: Bill Moore, President, Industrial Profit Strategies
Supply chain disruptions during the pandemic were a wake-up call to the world and created some of the most challenging times many of us have ever seen. Just when things seemed to be improving, the invasion of Ukraine set other problems in motion that have tangential impacts on many goods and services. Couple that with increasing political tensions around the world, one thing is certain: SAMs need to be thinking many moves ahead. What are some of the tools you have at your disposal to address customer concerns?
What are some of the tactics and strategies you should have at your fingertips as you prepare for both upcoming negotiations and regular business reviews with your strategic accounts?
Join Bill Moore, President of Industrial Profit Strategies, as he tackles these questions and wrestles with current supply chain issues.
Moore brings more than three decades of experience working for an international company that facilitates in more than 80 countries and has sales locations in more than 130.
We hope this session will be full of crowd-sourced information sharing of best practices through our personal experiences.
Wednesday, October 26 | 9:45 AM-11:00 AM
Level: All audiences
Presenter: John Pineda, Partner & Director, Boston Consulting Group
In many industries, digital solutions have become a core part of the innovation, as subscription models are now essential for revenue stability. As companies shift to mainstream these new digital offers, customer-facing executives and their accounts face significant changes in how they choose to monetize these innovations. John Pineda has spent the last 10 years helping decision makers in sales, product, and pricing navigate the transition to new digital offers and pricing models. In this talk, he will cover some of the pitfalls and success factors of this shift and how that effects the value prop for customers.
Thursday, October 27 | 7:00 AM-8:15 AM
Level: All audiences
Presenter: Dave Ward, Principal, Vantage Partners
Rising inflation, geopolitical uncertainty, a looming risk of recession, and delivery challenges due to ongoing supply-chain disruptions. Today’s landscape is a pressure cooker guaranteed to create difficult conversations with many customers. During this session, we will explore how to handle tough conversations in a constructive and collaborative way — without giving in to pressure tactics.
Topics will include how to:
Thursday, October 27 | 8:30 AM-9:30 AM
Level: All audiences
Presenter: Martyn Lewis, CEO & Founder, Market-Partners
The simple fact that buyers don’t engage with sellers until well into their buying journey is now well accepted, but the disconnect runs far deeper. In this session we will share the latest Market-Partners’ research into how customers buy. We will examine what has changed in the buying journey, including issues related to the pandemic. Based on that understanding, we will then contrast how so many traditional selling approaches are out of step with today’s buyer. We will then share a series of best practices that essentially modernize selling to harmonize with how today’s buyer is buying.
Thursday, October 27 | 9:45 AM-11:00 AM
Level: All audiences
Presenter: Danielle Matteson, Global Vice President of Strategic Accounts, AVISPL
Strategic account management organizations face a multitude of challenges, many of which can spring from missteps in the creation and evolution of the program itself. AVI-SPL has created and sustained a successful SAM program with the goal of driving long-term value with their most important customers. In this session, you will get an inside look at how to design, build, and operate a SAM program that yields award-winning results, including SAMA’s Outstanding Mature Program of the Year.
Key areas of focus include:
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