Master the Fast Path to Accelerating Sales Growth

Executive Leadership Conference

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Welcome to the Executive Leadership Conference at InterSystems Global Summit 2015

The “magic formula” for driving rapidly growing sales success is simple:

remove the huge roadblocks that stand in your way.

You can push harder and harder at sales or marketing, yet see little results.

The breakthrough comes from precisely identifying and then

obliterating your one or two huge roadblocks.

The 2015 Executive Leadership Conference details the simple

step-by-step process that enables you to suddenly see

huge sales improvements where past efforts have faltered.

This year, the Executive Leadership Conference is organized

according to the six stages of the sales cycle:

Attract, Engage, Position, Present, Prove, and Close.

For each stage, we will focus on a common sales problem,

and hear from an InterSystems Application Partner

who has confronted –

and solved! – the problem.

This Conference Guide contains information about all the exciting,

informative, and fun activities that you can enjoy during the

Executive Leadership Conference at InterSystems Global Summit 2015.

Table of Contents

Sunday Schedule 2

Monday Schedule 2

Tuesday Schedule 3

Session Descriptions 4

InterSystems Developer Zone 9

Hotel Map Back Cover

Leading Breakthroughs 1

InterSystems Global Summit 2015 - Monday, March 9(Schedule subject to change)

7:00 AM - 9:00 AM Breakfast: Plaza D-G, 7:00 AM - 9:00 AM

Global Summit Presentations:

Regency Ballrooms O through R

9:00 AM -10:00 PM Global Summit Keynote Terry Ragon, InterSystems Founder and CEO

Paul Grabscheid, InterSystems Vice President of Strategic Planning

10:00 AM – 10:30 AMHealthShare Platforms Keynote

Joe DeSantis, InterSystems Vice President, HealthShare Platforms

Break 10:30 AM – 11:00 AM

10:45 AM - 11:10 PMDatabase Platforms Keynote

Robert Nagle, InterSystems Vice President, Database Platforms

How Will You Leverage the Internet of Things? Guest Speaker: Jeremy Geelan, President & CEO, 21st Century Internet Group

12:15 PM – 2:00 PMLunch: Plaza D-G, 12:15 PM – 2:00 PM

Executive Leadership Conference Presentations

Florida Ballroom C

2:15 PM - 3:00 PMAttract: They Call You!

Break 3:30 PM - 4:00 PM

3:20 PM - 3:40 PMEngage: They Take Your Call

■ Healthcare Leadership Conference Sessions ■ All Conferences

■ Executive Leadership Conference Session ■ All Conferences

InterSystems Global Summit 2015 - Sunday, March 8(Schedule subject to change)

Grande Pines Golf Course

7:30 AM - 1:00 PM 20th Annual InterSystems Golf Tournament

Airport Lakes Park7:50 AM - 12:30 PM

7th Annual InterSystems Soccer Match

Regency Foyer

12:00 PM - 7:00 PMInterSystems Global Summit 2015 Registration

Florida Ballroom C

4:00 PM - 5:30 PM The Foundation for Breakthrough Success:Mastering Finding/Obliterating Growth Obstacles

Garden Terrace

6:00 PM - 7:30 PM InterSystems Global Summit 2015 Welcome Reception(for attendees of all 3 conferences)

Sunday, March 8 (Schedule subject to change)

Monday, March 9 (Schedule subject to change)

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InterSystems Global Summit 2015 - Tuesday, March 10(Schedule subject to change)

7:00 AM - 9:00 AM Breakfast: Plaza D-G, 7:00 AM - 9:00 AM

Executive Leadership Conference Presentations

Florida Ballroom C

9:00 AM -10:30 PMPosition: You Defend Their Buying Criteria

Break 10:30 AM – 11:00 AM

11:00 AM - 12:30 PMPresent: Your Masterful Presentation Drives Action

12:30 PM – 1:30 PMLunch: Plaza D-G, 12:30 PM – 1:30 PM

Florida Ballroom C

1:30 PM - 3:00 PMProve: You Eliminate Traps

Break 3:00 PM - 3:30 PM

3:30 PM - 5:00 PMClose: You Collect the Cash

■ Healthcare Leadership Conference Sessions ■ All Conferences

Tuesday, March 9 (Schedule subject to change)

Leading Breakthroughs 3

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Session Descriptions

Sunday, March 8th

The Foundation for Breakthrough SuccessMastering Finding/Obliterating Growth Obstacles

Sunday, 4:00 PM – 5:30 PM Florida Ballroom CThis Sunday afternoon session kicks off the Executive Leadership Conference. InterSystems go-to-market guru Richard Currier will set the stage for the conference by outlining the process that finds your breakthrough “fast path” growth opportunities. You will learn how to distinguish the breakthrough opportunities from the myriad of everyday sales problems – problems where great sales or marketing solutions would be helpful but yield minimal growth improvements. You will learn why the seemingly obvious diagnosis is usually wrong and how to uncover and attack the real causal factors. You will learn the often simple and affordable solutions that are easy to quickly build and deploy.

Monday,March 9th

Global Summit KeynoteMonday, 9:00 AM – 10:00 AM Regency Ballrooms O through RSpeakers: Terry Ragon, InterSystems Founder and CEO

Paul Grabscheid, InterSystems Vice President ofStrategic Planning

InterSystems senior executives will address attendees from all three of our concurrent conferences, with presentations about our strategic direction and product plans.

HealthShare Platforms Keynote Monday, 10:00 AM – 10:30 PM Regency Ballrooms O through RSpeaker: Joe DeSantis, InterSystems Vice President,HealthShare Platforms

Joe DeSantis, Vice President, HealthShare Platforms, will talk about the future vision and evolution of HealthShare and demonstrate some of the new features and capabilities.

Database Platforms Keynote

Monday, 11:00 AM – 11:30 PM Regency Ballrooms O through RSpeaker: Robert Nagle, InterSystems Vice President, Database Platforms

Robert Nagle, Vice President, Database Platforms, will talk about the future of building, managing, and operating data-intensive applications and how InterSystems’ products are evolving to meet them.

Welcome Reception Sunday, 6:00 PM – 7:30 PM Garden Terrace (on the recreation level)

Please join us at the Garden Terrace on the recreation level at 6:00 PM to kick off InterSystems Global Summit 2015 with food and casual conversation at our Welcome Reception.

Monday, 6:00 PM – 9:00 PMB.B. King’s Blues Club

Meet InterSystems developers and product managers for great music and food at the nearby B.B. King’s Blues Club. Join a “track team” and face off in a version of the popular survey-based American game show “Family Feud.”

(If you wish to participate in the game, sign up for a “track team” at the registration desk before 5:00 PM on Monday.)

Blues, BBQ, and a Good Ol’ Fashioned “Family Feud”

How Will You Leverage the Internet of Things?Monday, 11:30 AM – 12:15 PM, Regency O through RGuest speaker: Jeremy Geelan, President & CEO, 21st Century Internet Group; Founding Editor, Cloud Computing Journal

It has been around since the ‘90s when telemetry was used to let the local Coke bottler know when a dorm’s soda machine was out of caffeine-laden goodness...so why has the conjunc-tion of sensors, things, people, and the Internet - the so-called Internet of Things - suddenly become something every business on earth is looking at and wondering about? What’s its business value? Above all, where is it all headed, why, and when...and how can businesses best take advantage?

An Executive Academy Member of the International Academy of Digital Arts & Sciences, Jeremy Geelan is Conference Chair of the international IoT Expo™ conference series and a domain expert on “The Future of the Future”...with a current special focus on the Internet of Things (IoT) and on connection & collaboration technologies (Co-Technology).

Chairman & CEO of the 21st Century Internet Group, Inc. which owns and operates the IoT Expo™ franchise worldwide, he is the founding editor-in-chief of several groundbreaking online publications, including Wireless Business & Technology, Web 2.0 Journal, Social Computing Magazine, Cloud Computing Journal and New Paradigms Journal and served 2008–13 as Conference Chair of Cloud Expo® – widely acknowledged to be the largest Cloud Computing & Big Data event in the world.

Educated at Cambridge University and trained at the British Broadcasting Corporation, Jeremy’s professional stock-in-trade is to anticipate and explore alternative social and tech-nological futures, and – from among them – to pinpoint and then help showcase and evangelize only the most promising and productive alternatives. He writes profusely and currently speaks all over the world about the Internet of Things and the trajectory of communication and collaborative technologies (for which he coined the term Co-Technology) in the age of the real-time Web and the Industrial Internet. His most recent keynotes were given in Norway, Israel, Trinidad & Tobago, Colombia, Vancouver and London.

Attract: They Call You!Monday, 2:00 PM – 3:30 PM, Florida Ballroom CIn a perfect market position, prospective accounts reach out to you. By mastering the problems in the attract phase, you are automatically included in nearly every qualified evalua-tion. You always have a sales pipeline that is sufficient to meet your sales targets, even when accounting for all the usual slippages and lack of decisions. As much as everyone might like to master the “inherently full pipeline” solution, it actually may make little difference in revenue production until you have built and proven the “sales machine” – a highly efficient and totally dependable process that rapidly moves qualified prospects to closed sales. With a proven sales machine, growth becomes a function of adding addition sales resources. Absent a sales machine, attaining a surplus of leads can be a waste of marketing resources. It can actually lead to less revenue as it dilutes the selling process – better to have a 100% success rate on a fewer number of leads than 50 – 80% on more leads.

“Attract” may not be the top payback solution for many attendees. However, gaining an effective understanding of the Attract solutions enables you to begin building out the foundational elements that prepare you for the future. We will show you how.

Engage: They Take Your CallMonday, 4:00 PM – 5:30 PM, Florida Ballroom CWhile it’s great if prospects spontaneously call you, in most cases you will still need to do outbound sales and marketing, even if it’s just to reach the right executive-level person. The critical start to a great sales machine is mastery of the Engage phase. You must be able to routinely and effectively engage with the right people at your targeted accounts. This is the crucial first step to turn targets into sales. Absent mastery of this phase, you can expect uncontested losses (“you never gained entry to a qualified sale activity”). You will all too often connect at too low a level within targeted accounts. Connect-ed at a low level, you may not gain the complete picture on the buyer’s needs. You will not learn how to best position your solution to executive-level needs. You have a huge risk that a competitor will get to the executive-level people you miss, setting them up for success and you for failure.

Driving success in the Engage phase requires mastering nu-merous challenging capabilities. You often win or lose oppor-tunities to engage based on the first 30 seconds of a conver-sation. The key to engaging success is less about the extent of your value proposition and more about how well you bond of your target’s urgent needs. This session will detail the “must knows”/ “must do’s” and how to build them.

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Session Descriptions

Tuesday, March 10th

Position: You Define Their Buying CriteriaTuesday, 9:00 AM – 10:30 AM, Florida Ballroom CYou may think that you win when the buyer buys from you. Yet the huge win is to change the way the buyers buy. This means that you become the unassailable, obvious choice. When you change the way the buyers buy, you set yourself up for success and the competitors (including “do nothing” and “do it ourselves”) for failure.

The core of great positioning is to be seen as different, not better. It is all about aligning to your buyer’s urgent needs. Shaping perceptions becomes critical – perceptions around the problem, the solution generally, and your solution specifically. This session will show you how to go beyond presenting features and benefits and move up to shaping perceptions that assure your success.

Present: Your Masterful Presentation Drives ActionTuesday, 11:00 AM – 12:30 PM, Florida Ballroom CThis session shows how to deliver your message with maximum impact. Here, you will learn the crucial techniques for making your presentations much more effective. Master the structure of the all-important “why, what, how” format of great presentations. Leverage stories to keep messaging simple yet make presentations rich and powerful. Since most presentations are way too long, learn what to cut and what to keep.

Most listeners will walk away remembering just a few key points from a presentation, despite how many you present. Learn what the pivotal points in your presentation should be, and how to make them much more memorable. A great presentation opens the buyer up – gets them talking about what you need to know the most: how to sell to them. Learn the secrets to interactive presentations. An effective interactive session is achieved not by just presentation style, it’s the content that provokes the audience to action – we’ll show you how to make this happen.

Prove: You Eliminate TrapsTuesday, 1:30 PM – 3:00 PM, Florida Ballroom CAfter you have engaged, positioned and made your presen-tation the sales battle is now fought – the last man standing wins the deal. You will not only battle vendor competitors but often face “do it ourselves” and “do nothing” as formidable contestants (and all-too-frequent winners). Key elements of the battle are “traps.” Your competitors will set traps for you and you should be setting traps for them. There are likely even champions of “do nothing” and “do it ourselves” – they will be setting traps as well. Your sales success will often pivot on how well you avoid the competitor’s traps and how well you set traps for your competitors.

It is such a shame to do a great job from Attract through Present and then to lose a deal from traps. If this is a frequent problem for you (and it is frequent for many companies), you will learn how to master trap scenarios and quickly change your win percentage. The key to great trap strategies is to pre-build the primary scenarios rather than letting individual sales people create traps on the fly in “hand-to-hand combat.”

Close: You Collect the CashTuesday, 3:30 PM – 5:00 PM, Florida Ballroom CThe humorous sales book “Winning through Intimidation” tells us that the only acceptable definition of a closed sale is when you get the cash. Sometimes, many sales seemingly get through to a win but then they stall, or even go away. This “protracted time to close” or “disappearing sales” issue is usually caused by a problem that occurred in an earlier stage (Engage through Prove) of the sales cycle. Thus, the struggling or failure to close is a trailing indicator of an earlier stage problem.

In this final session, we will show how to diagnose problems in these elongated-sales-cycles/failure-to-close situations. Often the underlying earlier-stage problems are counter- intuitive and non-obvious. We will detail the processes and techniques for diagnosing these problems. In addition, we will present the most common solutions for these goal-line problems.

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The Wizarding World of Harry Potter™ – Diagon Alley™ at Universal Studios Florida®

Tuesday, 7:00 PM – 10:30 PM

On Tuesday evening, Global Summit attendees and their registered guests will have the opportunity to relax and mingle at Universal Orlando® Resort. We’ve reserved The Wizarding World of Harry Potter™ – Diagon Alley™ at Universal Studios Florida® just for you! All night long, you’ll have unlimited access to the shops and establishments of Diagon Alley™, including:

Harry Potter and the Escape from Gringotts™– Marvel at the grand marble hall of Gringotts™ bank where you’ll see goblins hard at work. Then journey through cavernous passageways leading deep underground, encountering Harry, Ron, and Hermione – as well as some malicious villains – on the way. The new, multi-dimensional thrill ride, Harry Potter and the Escape from Gringotts™, seamlessly melds the latest cutting-edge technologies and live special effects to create a completely immersive, unforgettable adventure.

Ollivanders™: Makers of Fine Wands since 382 BC – Step into the small, dusty shop and gaze up at countless wand boxes stacked to the ceiling. See a wand choose a wizard in this unique interactive experience.

Knockturn Alley – Witches and wizards who are up to no good are sure to be found along the dark, gloomy passageways of Knockturn Alley. A side street directly off Diagon Alley™, this is where those who practice the Dark Arts come to purchase their essentials. The most infamous shop here is Borgin and Burkes™, where one can find skulls and other unsettling objects, such as Death Eater masks, costumes, and other unique items.

Board buses at 7:00 PM at the International Lobby entrance.

Board buses for the return trip at 10:30 PM.

Leading Breakthroughs 7

Stay in Touch

Check your email: If you are WiFi-enabled you

can check your email anywhere throughout the

Global Summit.

Wired stations for checking email are located in the Regency Foyer.

Tweet at the Summit:@InterSystems #GlobalSummit

Download the Global Summit

Mobile Event Appintersystems.boothtag.com

Gain mobile access to your personal schedule. Make connections,

and have fun!

(Keep your eye out for QR codes.)

Charge!Does your laptop or mobile device need some power?

Top off your batteries at the power station in the

Developer Zone (Lobby Level Rotunda).

We’ll have power strips available, and chargers for some of the most

popular mobile devices.

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InterSystems Developer ZoneLobby Level Rotunda (near Barrel Spring)

Developer Zone Hours:

Check in at the Developer Zone Information Desk to find an expert on:

n Data Platforms topicsOptimizing performance and scalability; designing highly resilient and secure solutions; deploying and managing large systems

n Development topicsIntegration and business process orchestration; support for development languages and IDEs; mobile development with Zen Mojo

n Industry Trends topicsBig Data and cloud computing; driving action through real-time analytics of structured and unstructured data

n Healthcare topicsThe need for healthcare interoperability and how to achieve it, leveraging healthcare analytics, the importance of establishing healthcare communities

n InterSystems Learning Services

n InterSystems Worldwide Response Center

n InterSystems Documentation

InterSystems Learning Services in the Developer ZoneTrain your brain with InterSystems Learning Services! InterSystems Learning Services will have a table in the Developer Zone (Lobby Level Rotunda) where you can come talk about their offerings, such as classroom training, online videos, tutorials, and more. Once again this year, expert trainers will be on hand to provide personal tutorials.

Personal “One-on-One” Training

Have you attended a class or training session and want to learn more about certain topics? Do you struggle with a technical concept or issue you would like to resolve? Are you new to InterSystems’ technologies and looking to get a head start on learning about them? Sign up for a 40-minute one-on-one training session with one of our talented technical “personal trainers.” Take advantage of their in-depth knowledge and training experience while you are at the Global Summit.

Monday: 2:00 PM – 6:00 PM (Blues, BBQ, and a Good Ol’ Fashioned “Family Feud”: 6:00 PM – 9:00 PM at BB King’s Blues Club)

Tuesday: 9:00 AM – 6:00 PM Wednesday: 9:00 AM – 1:00 PM

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InterSystems CorporationWorld HeadquartersOne Memorial Drive

Cambridge, MA 02142-1356Tel: +1.617.621.0600

InterSystems.com

InterSystems Caché, InterSystems Ensemble, InterSystems HealthShare, InterSystems DeepSee and InterSystems TrakCare are registered trademarks of InterSystems Corporation.

iKnow is a trademark of InterSystems. Other product names are trademarks of their respective vendors. Copyright © 2015 InterSystems Corporation. All rights reserved. 2-15

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