Name: How to Design the Career You Love
Start: 2018-06-27T12:00:00Z
End: 2018-06-27T13:03:48.000Z
Location: BrightTALK
Rating: 4.67

There's something so powerful about asking the right questions of the right people. FYI is about the point where tech and culture collide, hopefully for the better.

These aren't droll interviews, grab a cuppa and join the conversation as we connect with those who've stumbled into an area of influence and are trying to use it to lift up more people and make a difference in the way we work and the way we tech.

A founder thrives on a mix of expertise and passion, which leads to high conversion rates. Founder-led sales is a must for your first customers and first investors. These conversations are the key to unlocking your USP and to nurturing those first brand advocates. Plus, that rapid feedback cycle helps you zero in on your ideal customer (ICP).

But it’s not enough when you’re ready to expand past your network, and especially if you want to reach new markets and verticals. It’s a leap to go from winning early deals to addressing the broader market and growing the organization. Simply adding bodies to your team and expecting growth doesn’t work over time.

In this live conversation — bring your questions! — we talk to those who have successfully helped hundreds of startups scale out past that founder sales cycle. 

We explain how to:
- Identify your ICP
- Strategize for expanding to new verticals and markets
- Build systems and team-based processes
- Build and manage international teams to deliver your international strategy
- Design a cohesive funnel strategy where inbound marketing synchronizes with lead generation and channel marketing all the way down to your active sales pipeline
- Become data-centric
...to give up some of that control over the whole process!

Please bring your own questions and join:
- Rick Pizzoli, CEO, Sales Force Europe, which since 2003 has helped tech startups scale rapidly in Europe with local expertise that lowers your risk. An American based in Madrid, Rick has been managing distributed sales teams and international tech expansions for over 25 years.
- Greg Dunne, Managing Partner, SFE Partners, which is focused on driving sales efficiency for SaaS, technology, and private equity firms. Greg has spent 15 years in close partnership with global entrepreneurs, investors, and C-suite executives, shaping their sales and go-to-market strategies and mapping paths for accelerated revenue growth, with an eye towards maximizing company valuation.

How to Scale Your Startup Beyond Founder-led Sales

No continent is the same. No country is either. As you look to take your tech company abroad, it’s important to understand the nuances of doing business in each target market — before you set up a whole HQ and permanent contracts there. Global expansion starts at home. First do an internal review of what works in your homebase. Then set a clear set of revenue objectives and budgets. Only then can you perform a market review, with local business culture at front of mind, and map out your pathway across Europe and Asia.   In this talk, we will combine our global expansion experience to help you understand at the local level: what type of meeting to hold in these hybrid times, the length of deal,  individual decision making, and how to tackle target verticals in different countries.  Please bring your own questions and join:  - Rick Pizzoli, CEO and co-founder, Sales Force Europe. Since 2003, Sales Force Europe has been helping tech startups scale rapidly in Europe with local expertise that lowers your risk. An American based in Madrid, Rick has been managing distributed sales teams and international tech expansions for over 25 years. - Thomas Merchant, senior manager of brand communications, Globalization Partners. Since 2012, Globalization Partners has been the Employer of Record, enabling you to build your remote team anywhere in the world. Based in France, Thomas has 30+ years of B2C and B2B business experience across 50+countries on 6 continents conducting business in English, French, Spanish & Japanese. - James Maximilian Kwa, Head of Strategic Partnerships, Asia Market Entry. Founded in 2016, Asia Market Entry provides a low-cost, low-risk approach for enterprise software companies that want to expand and gain a foothold into the Asia Pacific region. Based in Singapore, James has a demonstrated history working for and with F-500 Global companies in consulting, tech, strategy and business development.

Guide to Closing Your First Deals in Europe vs Asia

Hybrid working — a custom blend of remote, in-office, full-time, part-time, and on-contract teams — is having a moment. It’s a simple way to respond to the uncertainty we are facing this year and probably will for at least the start of 2022. But that’s good because, eventually, as your tech company scales up and around the world, you will inherently have a hybrid team. And the hybrid model of work is the best way to hire the best people for the job, where they can do their best work.  Now’s the time to learn how to manage hybrid teams to get the most out of everyone. So who better to talk to than two managers of global organizations that have been distributed and hybrid teams from Day One:  - Rick Pizzoli, CEO and co-founder, Sales Force Europe. Since 2003, Sales Force Europe has been helping tech startups scale rapidly in Europe with local expertise that lowers your risk. Rick has been managing distributed sales teams and international tech expansions for over 25 years.  - Jennifer McGuire, strategic partnerships, Globalization Partners. Since 2012, Globalization Partners has been the Employer of Record, enabling you to build your remote team anywhere in the world. Since 2015, Jennifer has helped build partnerships and close deals in tech sales and account management.  Who better to explain hybrid teams than those who manage hybrid sales teams? After all, the sales rep is your first hire in any expansion strategy.  In this livestream, in addition to the questions from our live audience, Jennifer and Rick will have a moderated discussion about the transition to hybrid, the ups and downs of managing a hybrid team, how to optimize communication, how to cultivate culture on a distributed team, and how to coach your hybrid sales team for success.   See the links for a free ebook to get you started off on your hybrid team management journey.

Managing a Hybrid Sales Team

Reliable. Stable. We all want predictable revenue. How does a modern tech company achieve this? Through careful recruitment and training of a numbers-focused sales team. And very metrics-focused lead generation. 

In this one-hour deep dive, Rick and Aaron will be answering your questions, as well as as covering the following topics:

- predictable revenue
- customer segmentation
- metrics to manage predictability
- how to stand out from the noise
- what’s working in European outbound lead gen and sales

We will also give a brief overview of Aaron and Rick’s international sales journeys and the consultancy brands that have brought value to so many businesses looking to rapidly expand. Aaron Ross has been running the outbound sales company Predictable Revenues for over 12 years, as well as is a startup board member and public speaker. Rick Pizzoli brings 25 years selling tech and scaling businesses across Europe, is CEO and founder of Sales Force Europe and a mentor and investor for several European startups.

How to Generate Predictable Revenue with Sales Teams and Lead Generation

Your first hire in a country is your most important. It's most likely a sales representative to test out how well your product or service will do in the new market. How do you go about finding the right local fit? How do you hire them without the rigamarole and legal repercussions of hiring someone in a new country? How do you then scale to build a world-class European sales team when you may not be able to fly there yourself? How do you hire the best person for the job no matter where you or they live? This episode will address these questions and the ones you bring to the livestream!

Leveraging outsourcing partners can answer a lot of these questions by providing support through the entire employee lifecycle from recruiting the right sales representative to hiring compliantly to driving them toward their goals. Both sales outsourcing and employers of record are ways to:
✓ increase your speed to new markets
✓ lower your risk with single vendor contracts that are 100% compliant
✓ rely on qualified, experienced partners

This episode welcomes insights from:
Diane Albano, CRO and CMO of Globalization Partners, the world's top Employer of Record present in 180 countries. Diane is an accomplished sales and marketing leader with a history of record-breaking results through the development of high-performing teams in orgs ranging from startup to multi-billion-dollar enterprises. She is skilled in building new and profitable distribution channels for technology, SaaS, and business intelligence. She has a deep international experience in establishing and growing global markets, including EMEA, APAC, and LATAM.

Rick Pizzoli, CEO and Founder of Sales Force Europe, has 25 years' experience bringing tech companies to new European markets with a mix of executive sales outsourcing, lead generation, international strategy, channel sales, inside sales and regional sales management, all with a focus on leveraging local sales expertise with existing networks.

How to Build Quality Sales Teams Remotely and Compliantly in Europe

Tech sales is about bridging the gap between technology and business value. But now, during this pandemic, you have to also bridge the gap of geography.

This conversation talks to two influencers in international tech sales:
- Rick Pizzoli, an American with 25 years selling tech across Europe, CEO and founder of Sales Force Europe
- Alan Mockridge, a British with 30 years selling tech across Asia, president Intralink for the Americas

We hate the phrase "new normal" so let's just call it now. Things are different and will be for at least another year or two. This call will take you through how to connect and reconnect with your leads, how to make better use of prospects' time, and how to leverage multi-channel messaging.

We know your time (and your customers' time) is more precious than ever so we will aim to make this webinar as actionable as possible and to help you learn how to be engaging in a way that qualifies (and disqualifies) your leads. Fast.

This is a conversation for tech startups and scale-ups looking to invest in international growth, especially targeting enterprises abroad. But really it's helpful to anyone looking to build a lasting customer relationship from a distance.

Remote Sales: How to reach your customers when planes are grounded

We talk to Mary Poppendieck, co-founder of Lean Software Development, taking us from development to leadership to the whole lean mindset. We will talk about lean principles, how lean has evolved over the last 17 years, how it's grown into the DevOps movement, the symbiotic relationship between tech and lean, how the lean mindset can be applied across organizations, the experience of being the lone female voice at the start business agility, and, of course, questions from the audience! Plus, as the whole role seems to have changed, we will talk about life during a pandemic and how lean principles can be applied to ease the burden.

Mary Poppendieck and Developing a Lean Mindset

Neurodiversity is oft associated with autism spectrum but can include an array of conditions affecting mind and brain. 70-90% of these individuals are unemployed/underemployed, yet they can bring a lot of value to an org with skill sets in high demand. 

A neurodiversity program is dedicated to embracing diversity of thought process & background as a way to lead to a more successful and innovative company. Companies SAP, Google, Salesforce, HP, Ford, JP Morgan & Microsoft have already reformed their HR processes in order to recruit neurodiverse talent. Would your org benefit from becoming more welcoming of neurodiversity? What do initiatives look like? 

This episode is for anyone who works with or could hire nuerodivergent individuals & who wants to find ways to hire, onboard & support those with cognitive differences. This episode comes after many questions about this topic during our most popular episode on diversity and pay gaps, & fits in with recurring themes like designing the career you love, mentoring, & flexible work.

Guests:
Tia Shafee [they/them] is a UK civil servant working in disability inclusion, founder and chair of Public Sector Neurodiversity Network, which connects neurodivergent individuals across the UK public sector & gives them a platform to share their experiences.

Samantha Pierce, owner of NeuroDiversity Consulting & founder of the charitable organization Sanchia A Callender, is a training & dev specialist dedicated to creating a thriving empowered community that includes everyone. She enjoys life with her husband & 5 children, two of whom are autistic.

Amy Root, associate director of global solutions with UnitedHealth Group, is an experienced healthcare professional with special expertise in design & innovation, medical tech & business ops. As an autistic adult who is raising a child on the spectrum, Amy is passionate about orgs understanding importance of workplace neurodiversity initiatives & thoughtfully creating neurodiverse teams.

Neurodiversity: What is it and how can you cultivate it at your organization?

We will have a rousing discussion of the future of fintech from women already driving that future. We will discuss hot topics (of course over tea) such as the payments industry, cryptocurrency, fintech jobs and more!

We'll be tackling such questions as:
- What are the lessons learned as we enter the next age of Fintech?
- Do you need to ‘get’ tech to work in technology?
- What are some of the mistakes to avoid?
- What commercial models make sense?
- What challenges are the payments industry currently seeing?
- How do marketplace payments differ from standard e-commerce payments?
- Can payments do more than is currently possible?
- What's new in fintech marketing?
...and of course YOUR live audience questions first and foremost! 

Maya Middlemiss, the managing director of BlockSparks OÜ, and specializes in effective marketing communications for the blockchain and fintech space. Effective storytelling has never been more critical, in this complex and fragmented world, and helping brands and consumers connect and understand each other is her passion.

Anna Tsyupko, one of Wired's Power Payments 10 and CEO and co-founder of Paybase. She has a passion for payments and the opportunities that eMoney infrastructure can offer businesses that require more than a simple payment gateway. Her goal is to ensure all businesses have the freedom to build what they want to build by offering a truly flexible payment solution.

Susie West, founder & CEO of sharedserviceslink, a community for shared services leaders, offering thought leadership for those driving the future of the financial market. She lives in New York and London, and works with her team to cover their global market.

The Future of Fintech: From Crypto to Payments to Women in Tech

What is personal branding? What you are projecting to the world online and off -- and what people are saying about you. How do you maintain your authentic self and be someone easily found and regarded as a (very hire-able) thought leader in your field? That's what today's conversation is about, talking to five women who have built their own businesses (and brands!) around some aspect of personal branding and personal growth.

Who should attend? This is a no-brainer for anyone really because we are all looking to improve how our work is perceived and how we can convert that perception into more work and better networking.

Who is grabbing a cuppa and having a conversation around personal branding — that is geared towards women but could benefit men too? This episode features the following branding goddesses: 
- Diana Berryman on social media and content marketing
- Remi Erogbogbo on style and beauty, finding the right color to wear for your next important interview or meeting
- Vibeke Foss on her niche building websites for female entrepreneurs 
- Sophie Russell-Ross on how to create your own website and build a freelance brand

And all of these amazing women on growing a business, building a niche, and promoting yourself as a brand, online and off!

Personal Branding: So your next client or job finds you

The future of work is flexible. In order to embrace people from all works of life and backgrounds, we must embrace what technology has enabled -- as long as people have a good Internet connection, they can work from anywhere. This WITty episode will include a discussion on the benefits of allowing your team to work from anywhere (including better work-life balance, more diverse team, often lower costs), how to make a distributed or remote team flourish, how to flourish yourself working from home, the growing trend of project-based and freelance work, and the opportunities to feel connected with a community no matter where you work. 

So grab a cuppa and listen from anywhere that's convenient to you and join the conversation with:
- Leanne Creasey, who previously launched and ran two of London's most popular coworking spaces, works as a startup coach for new entrepreneurs and is currently working with Cuckooz, who offers design-led serviced apartments alongside Cuckooz Nest, London's first coworking space and pay-as-you-go nursery for under twos.
- Emma MacGregor heads up the platform success team at YunoJuno whose core beliefs is to find freedom in freelancing. YunoJuno offers a platform which enables those in creative and tech freelancers to link up for work with London and New York-based agencies. 
- Sophie Segal, who founded the Mindset Shift Summit a remote conference for women, alongside developing a portfolio career and running a business in sales and marketing, being a mum of two, and being involved in the flexible working space.
- Lisette Sutherland is the director of Collaboration Superpowers, a company that helps people work together from anywhere through online and in-person workshops. She also produces a weekly podcast featuring interviews with remote working experts highlighting the challenges and successes of working with virtual teams.

Flexible Working: How to Make it Work for You and Your Team

80% of developers don’t feel it’s their responsibility if unethical products go live. Are they right? This episode of WIT: Women in Touch features a conversation among women in tech who believe this majority is not right. As a follow up to July's Coed: Ethics conference, a London tech ethics conference, we're grabbing a cuppa with women who are actively working on the ethics surrounding data science, decision making, scaling, coding, the psychology and motivation behind it all.

Who should join? While our guests are awesome women in tech, the cases of Facebook, Uber and Volkswagen are not just isolated incidents and everyone at any level at any company faces ethical decisions every day. We think everyone can benefit from joining this discussion live or listening to the recording after! Applying a framework or an action plan to consider the ethical implications of your work is a business best practice.

How can we move from writing oaths and manifestos to best practices?

This week's guests:
Yanqing Cheng - high-scale networking systems engineer with MetaSwitch Networks - a job mixing forward-looking ideas with decades-old protocols, which provides constant insights into the balancing act between innovation and stability. She is fascinated by machine learning and future tech, and its impact on ethical decision making.

Anne Currie - part of the tech industry for nearly 25 years working on giant C servers and distributed systems in the 90s, eCommerce services in the noughts and DevOps and infrastructure in this decade. She is interested in the evolution of the tech industry, and of the devs who work in it. Founder of the Coed Ethics tech ethics conference.

Emma Prest - sits on the Editorial Advisory Committee of the Bureau of Investigative Journalism and on the board of Sum of Us. She was previously a program coordinator at Tactical Tech, providing hands-on help for activists using data in campaigning. She's now the executive director at DataKind UK.

Business Best Practices: Transparency, Tech Ethics and Tech for Good

What are you doing to make sure your office is diverse and welcoming? Diversity in the work environment is proven to promote acceptance, respect, and teamwork, embracing differences in race, age, gender, native language, political beliefs, religion, sexual orientation, and communication styles among employees. Movements like #metoo has us talking about this more in certain industries and at a systemic level, but what can we do as individuals in the workplace? Grab your drink and sit down to join us for what's sure to be an engaging episode of WIT: Women in Touch, when women trying to make a change are going to share their advice for how you can too, whether you are in a position to attract and hire talent or you are struggling to overcome these barriers. And, once diversity is increased at your office or university, what can you do to make it work?

Why should you join? Let's start with some facts because the status quo is unacceptable:
April 10 marks Equal Pay Day for women in the US (the infamous 78 cents on the dollar), but we are choosing to hold our discussion on diversity and pay gaps on August 8, following Equal Pay Day for black women in the US. 
Women in tech make on average $40,000 less a year than their male counterparts. Women of color in tech in particular often lack the support channels and feel ostracized in their roles. 

This discussion is in part a follow-up to our first episode which focused on the Working Mom. Mothers end up earning about 40% less than what their childless female counterparts earn over a lifetime. The pay gap between white women and black women is the fastest growing income inequality there is, according to a report by the Economic Policy Institute. This gap has grown from 6% in 1979 to 19% today, and it's growing directly alongside greater inequality.

The main reason to join is this isn't just an esoteric conversation, but a practical one that gives everyone practical ways to make a change, no matter what her or his role is.

Diversity and Overcoming Pay Gaps in the Modern Workplace

The Wellness Industry is set to be the next trillion-dollar industry. Yet it remains a rare sector that isn’t just dominated by corporations, but is filled with solo practitioners, freelancers, and small businesses. Interested in following your passion in the wellness space? Want to learn how to take a creative idea and turn it into a successful business? Well grab yourself a cuppa and join this conversation on the business side of wellness.

We're talking to women on the ground trying to find work-life balance -- and spread it to others -- while making a profit by pursuing careers in the wellness industries. This episode's guests include:
- Melody Coleman - Personal Trainer and Online Coach helping professionals to improve their health alongside their strength and fitness reflecting their values and life goals. 
- Dr. Heather McKee - Dr Heather McKee is the UK’s leading lifestyle behaviour change specialist, lecturer, speaker, consultant, habit coach and founder of drheathermckee.co.uk 
- Yuri Tada - Yoga instructor for Pregnancy Yoga, Postnatal Yoga with Babies, general yoga, corporate yoga, small group yoga, private yoga, Food, beverage, health & wellness. Event runner. 
- Jimena Tascon - Family Health & Corporate Wellness - Yoga Teacher focused on improving women’s health, kids wellness and mindfulness for professionals. Steering people’s habits towards finding their own ‘life balance’.

Whether you're a life coach, a yoga instructor, a nutrition expert or a different kind of solopreneur, you could benefit from engaging with our discussion!

During this conversation, we'll talk about the path that led these ladies to wellness small businesses, how to be a generalist versus specialized in a wellness niche, how to build partnerships to grow your business, wellness marketing, and how to more than just make ends meet.

The Business and Entrepreneurship of Wellness

What exactly is a business coach? An agile coach? How do you build a career as a coach? What are the hurdles facing the coaching world as agile turns from software niche to taking over the business world? Grab a cuppa and join this conversation (or watch the recording later) as our agile and coaching influencers try to answer these questions and more (and yours!) 

Meet our Agile Mavens: Andrea Carbert manages complex, regulated healthcare projects in an agile way; Andrea Darabos is an agile coach at HSBC as well as a leadership coach; Deborah Preus is a certified life coach, helping change leaders find more join and impact through phone coaching; Portia Tung is an executive and personal Coach, agile coach and play researcher; Nikoletta Tatár is a Certified Scrum Professional, agile coach and Scrum Master; and Marjan Venema is a coach, an agile advocate, storyteller, developer and designer.

Who should join? Anyone interested in making a career in coaching or anyone who is involved in a company considering or going through an agile transformation. Questions welcome!

The Future of the Business Coach and the Agile World

This conversation features women in tech who have benefited from receiving and giving mentoring, but it's really for anyone who is looking for a hand up or to offer one. Our experts will share their experiences and talk about the importance of mentoring — though that it's not for everyone — how to find the right mentor and mentee for you, and how it's an important part of building a career in tech.

So grab your cuppa and join the conversation for the second episode of WIT: Women in Tech! We are talking to four awesome women in tech -- Tammy Bütow, SRE (site reliability engineering) and chaos engineering specialist at Gremlin; Ana Medina, chaos engineer at Gremlin (formerly Uber); Charu Sharma, CEO of Next Play an AI tool that helps companies connect their employees internally for mentoring; Etel Sverdlov, director of developer community and first hire at Digital Ocean; and Prima Virani, senior security engineer at Marqueta. 

Their roles in tech benefit from a wealth of experience working with and securing those systems. But you usually have to have already worked with those systems to then be able to get jobs working with those systems -- a struggle for any junior-level job, but a particularly strong one in the tech space. This is where mentoring comes in. Each of these awesome women has benefited from being mentored and benefit from giving back and mentoring. 

Join us (or sign up to listen to the recording later) to learn the best way to find a mentor or mentee/mentoree and how to leverage that relationship so you're both getting the most out of it. You'll learn about informal and formal guilds that support that mentoring, and what companies should do to facilitate these benefits. And you'll hear personal stories from these women who have built solid careers in tech on the shoulders of experience and support.

The Power of Mentoring

Being a working mom is the new norm but that doesn’t make it any easier. This week’s cuppa talks to four working moms — in non-profit, healthcare, business, and entertainment — who have juggled contracted and self-employed roles, motherhood, and breastfeeding. 

Our awesome guests to kick off this series of conversations with awesome women of influence will be author of 'The Big Letdown', communications strategist and social commentator Kimberly Seals Allers; actress and musician Noa Bodner; self-employed occupational therapist Melinda Eriksen; and nonprofit marketing director Kate McLoughlin Thornton. 

We talk about the challenges and celebrations of the working mother, and share tips, stories and tricks that can help other working mothers and the folks that work with them. Along with your questions, we will cover topics like: 
- the personal journeys of each remarkable woman
- family leave, childcare and breastfeeding support on and off the job
- the different experience of mothers in different roles, races, cultures and economic levels
- specific struggles and discriminations facing working mothers and how to deal
- where working mothers can find allies 
- work-life balance tips
- advice for moms getting back to work after a long leave after kids
- and of course your questions during the live taping!

NOTE: This week is just as important for non-parents to join. We all work alongside working moms and they are essential to the future of every sector — including humanity! Join the live show to get the answers to all the questions you were afraid to ask or catch up by signing up now and get the recording sent to you afterwards.

Breastfeeding and other Triumphs and Tribulations of the Working Mom

We all want to say “I love my job!” but it’s not a magic wish. Job satisfaction is something you have to design into your daily life, from your work choices to your profile to your networks. This episode we sit down for a cup and conversation with Mia Sherman from the popular Escape the City (https://www.escapethecity.org/) job transformation coaching in London and New York, and two women who have successfully redesigned happiness at work.

This episode we'll learn the stories and ask questions of two fabulous female entrepreneurs: Vix Anderton, talking about her journey from an Royal Air Force intelligence officer to building a portfolio career and her own company The Practical Balance (thepracticalbalance.com), a platform to promote the wellbeing and mental health of founders; and Luzana Costa, talking about her purposeful pivot from the oil and gas industry to working with a couple of social enterprises in Angola and a crowdfunding company for social enterprises here in London, and working full time with tech startups -- plus check out her inspiring blog: A Woman about the World (https://medium.com/woman-about-the-world) Both women are heavily dedicated to empowering diversity.

Get ready to ask your own questions and learn from those that have been there, done that in designing careers they truly love!

Women and men alike are welcome to listen in (live or sign up now for link to recording later) to learn and ask our WIT women at work experts for advice!

How to Design the Career You Love

Careers

Jobs

Entrepreneurs

Start Ups

Nonprofit

Small Business

starting a business

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