Technology Leader Panel
Tools to Help Distributors Maximize Sales Productivity
The tools exist. The hard part is knowing which ones are worth your team’s time.
Sales teams at distribution companies are under more pressure than ever to do more with less. Territories are larger, customer expectations are higher, and the technology landscape is crowded with options that promise results but require real investment to evaluate and implement.
This Technology Leader Panel brings together technology leaders from across the distribution industry to cut through the noise. Panelists will share what tools are actually moving the needle for their sales teams, how they approached rollout and adoption, and what they would do differently.
Key Takeaways
- A practical framework for evaluating sales productivity tools before you buy
- Real-world examples of technology implementations that improved rep performance
- Common adoption barriers and how leading distributors have overcome them
- Metrics that matter when measuring sales productivity impact
- How to align technology investment with sales team needs and workflows
What You’ll Learn
- Which categories of sales tools are delivering measurable ROI in distribution
- How to build an internal case for investing in sales productivity technology
- What good implementation and change management looks like in the field
- How to avoid the most common mistakes distributors make when deploying new sales tools
Join Us
Register now to hear directly from technology leaders who have been through the process and have practical insights to share.
Panelists
Kristen Thom
Senior VP of Customer Experience, White Cup
Tom Cowen
Head of Industry Strategy, Conga
Sponsors
Panelists
Kristen Thom
Senior VP of Customer Experience, White Cup
Kristen Thom is the Senior VP of Customer Experience at White Cup. She joined White Cup, formerly Compass Sales Solutions, in 2013. With a customer-first commitment, Kristen has held roles across implementation, support, development, product management, and customer success. She has almost 10 years of experience in the office technology space and almost 5 years of experience in the distribution industry. Kristen lives in Boise, Idaho with her husband, two dogs, and extended family.
Tom Cowen
Head of Industry Strategy, Conga
Tom Cowen is a software industry veteran with over 30 years of experience in Sales, Contract and Price Management. Tom has spent the previous ten years at Conga and is the Head of Conga’s Industry Strategy team. His customers include leaders in various industries such as HLS, Distribution industry and work focuses on Industry Strategies. Prior to that, Tom was Director of Product Strategy at Vendavo, a leader in the Price Optimization space. Tom spent 15 years as a Global and Enterprise Sales Manager at market leading technology companies: Oracle, EMC and BEA Systems. As a Global Sales Executive, Tom managed, firsthand, the Sales and Negotiation Process as a supplier to top Pharmaceutical Manufacturers in the New York region.
Tom holds an MBA in Finance and BS in Marketing from New York University’s Stern School of Business and an MFA in Creative Writing from Salve Regina. He is the founder of Justin’s Smile Childhood Cancer Foundation which funds pediatric cancer research and patient and family programs.
Hosts
Jonathan Bein, Ph.D.
Managing Partner, Distribution Strategy Group
Jonathan Bein Ph.D. has worked with over 100 distributors to apply advanced analytics and AI to improve customer experience, define value proposition, estimate sales potential, and create digital strategy.