Discovery Education Sales & Success Kickoff 2025: Full Schedule

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11:00am MST

Classroom 1: Navigating Relationships from CAO and Superintendent to Teachers and Board Members

Tuesday December 10, 2024 11:00am - 12:00pm MST

Audience: Partnerships & Partner Success

Theme: Cross-Selling and Expanding Relationships

1. Develop Strategic Relationship-Building Skills: Learn techniques to cultivate productive relationships with key decision-makers at all levels, from Superintendents to teachers.
2. Identify Cross-Selling Opportunities: Explore strategies for recognizing and leveraging cross-selling opportunities.

Host

Micaela Perez-Ferrero

Manager, Teaching & Learning

A former Baltimore County middle school Spanish teacher, Micaela has focused her career on ensuring educational equity for all students. Along with teaching, she has worked in educational non-profits and start-ups; she also volunteers in Baltimore City schools. With Discovery Education... Read More →

Speakers

Drew Cavanagh

Director Florida Partnerships

Tuesday December 10, 2024 11:00am - 12:00pm MST
Eucalyptus

Classroom

11:00am MST

Classroom 2: Team Up: Smartly Supporting Bookbag Partners

Tuesday December 10, 2024 11:00am - 12:00pm MST

Honeysuckle

Audience: Partnerships & Partner Success

Theme: Positioning and Product Messaging

1. Proactively include PSM/PM in partner communications across all bookbag needs
2. Effectively share the One Book Bag Story when meeting with partners
3. Helping partners build the one team mentality
4.Effectively build a relationship with Partners across multiple department resource leads

Host

Eileen Cannon

Director, Teaching & Learning

Speakers

Pam Inabinnett

Director, Partner Success SE

Love being a part of the Discovery Education Partner Success Team. I support partners in NC, SC, AL, and TN with all things Discovery Education. Taught for 20 years in Dorchester School District Two and enjoyed every second of it! Spent the last 5 years as an Instructional Technology... Read More →

Christian Avalos

Manager, Partner Success

Tuesday December 10, 2024 11:00am - 12:00pm MST
Honeysuckle

Classroom

11:00am MST

Classroom 3: Powerful Prospecting: Standing Out in a Crowded and Complicated Market

Tuesday December 10, 2024 11:00am - 12:00pm MST

Acacia

Audience: Partnerships

Theme: Positioning and Product Messaging

1. Build an effective and efficient prospecting plan by leveraging tools, systems, and research strategies.
2. Leverage the problem-solving nature of our products and the value of partnership during prospecting.
3. Bridge your prospecting messaging to a successful discovery call.

Host

Eric Friberg

Manager, Teaching and Learning

Speakers

Jordan Devore

Account Executive

Melissa Pollion

Account Manager - Inside Sales

Tuesday December 10, 2024 11:00am - 12:00pm MST
Acacia

Classroom

11:00am MST

Classroom 4: 2025 Trends: Hot Topics in Literacy

Tuesday December 10, 2024 11:00am - 12:00pm MST

Bougainvillea

Audience: Partnerships & Partner Success

Theme: Positioning and Product Messaging

1. Analyze Literacy Trends: Identify key drivers of literacy trends across the country.
2. Align with 2025 Literacy Needs: Explore how Discovery Education’s resources meet the literacy needs projected for 2025.
3. Practice Positioning: Engage in scenario-based exercises to effectively position Discovery Education in response to specific literacy challenges.

Host

Melissa Hampton

Senior Director, Teaching and Learning

Melissa Hampton is a Director of Teaching and Learning for Discovery Education. Prior to joining Discovery Education, Melissa spent 20 years in public education serving as a junior high and high school teacher, instructional coach, high school administrator, and a K-12 district Director... Read More →

Speakers

Dr. Karen Beerer

Consultant, K-12

Hello! I have been in the education world for close to 40 years, spending 30 of those years in districts in Pennsylvania and the last 10 at Discovery Education. In my work at Discovery Education, I have worked with school districts and states throughout the US on using digital... Read More →

Tuesday December 10, 2024 11:00am - 12:00pm MST
Bougainvillea

Classroom

11:00am MST

Classroom 5: Role-ing Together: Building Successful Partnerships Through Strong Collaboration

Tuesday December 10, 2024 11:00am - 12:00pm MST

Copperwood

Audience: Partnerships & Partner Success

Theme: Scaling Excellence

1. Participants will gain a clear understanding of the distinct roles and goals of the Partnership manager and the Partner Success Manager.
2. Develop Joint Strategies that align to both teams' goals and Objectives, ensuring a unified front.

Host

Martell King

Senior Global Sales Enablement Manager

Speakers

Kyle Talavera

K-12 Partnership Manager

Hayden Johnston

Senior Manager, Partner Success

Tuesday December 10, 2024 11:00am - 12:00pm MST
Copperwood

Classroom

11:00am MST

Classroom 6: Relationship Roadmap: Navigating the Partner Journey Through Cross-Functional Collaboration

Tuesday December 10, 2024 11:00am - 12:00pm MST

Desert Willow

Audience: Partnerships & Partner Success

Theme: Customer Lifecycle

1. Build your toolkit of strategies and actions from Partner Success and Regional Marketing to deliver on the promise of the partnership throughout the lifecycle.
2. Create a success plan that will deepen relationships, strengthen usage and lead to successful renewal and growth opportunities.

Host

Desiree Sasko Sujoy

Senior Director, Teaching & Learning Team

Speakers

Sarah Johangiry

Director, Statewide and Strategic Partnerships

Toni Robinson

Senior Manager, Statewide & Strategic Partnerships - Arizona

Renee Cartier

Senior Director, Statewide and Strategic Partnerships

Emily Parrish

Manager, Regional Marketing

Discovery Education is the worldwide edtech leader whose state-of-the-art digital platform supports learning wherever it takes place. Through its award-winning multimedia content, instructional supports, and innovative classroom tools, Discovery Education helps educators deliver equitable... Read More →

Tuesday December 10, 2024 11:00am - 12:00pm MST
Desert Willow

Classroom

11:00am MST

Classroom 7: Choosing the Right Path by Product in Our Data Journey Story

Tuesday December 10, 2024 11:00am - 12:00pm MST

Sierra Ballroom 1

Audience: Partner Success

Theme: Using Data to Support Partnerships

1. Understanding the gainsight health metrics
2. Leveraging the right data at the right stage of the customer journey
3. How data can help impact positive change in the account health

Speakers

Brad Fountain

Senior Director Teaching and Learning

Brad is a passionate educator with over 20 years of educational experience. He began his career teaching in a 3-5 multi-age classroom in rural North Carolina where he utilized some of the earliest educational internet based web resources. He launched one of the first technology based... Read More →

Amber Caldwell

Senior Director, Sales Enablement

Tuesday December 10, 2024 11:00am - 12:00pm MST
Sierra Ballroom 1

Classroom

11:00am MST

Classroom 8: Elevate, Celebrate, and Strengthen Partnerships through the Power of the DEN

Tuesday December 10, 2024 11:00am - 12:00pm MST

Sierra Ballroom 2

Audience: Partner Success

Theme: Scaling Excellence

1. Participants will explore various ways to collaborate with DEN STARS to ensure alignment with partnership goals and priorities.
2. Participants will identify implementation techniques to engage and empower DEN STARS to be co-partners in driving usage.
3. Participants will explore strategies for leveraging DEN STAR achievements and activities to reinforce the partnership's value at different organizational levels.
4. Participants will be able to design an action plan to increase the reach and impact of the DEN.

Host

Marisa Flores

Senior Global Sales Enablement Manager

Speakers

Andrea Lance

Senior Manager, Statewide and Strategic Partnerships

Andrea Lance is the South Carolina Manager for Statewide and Strategic Partnerships with Discovery Education. In her role, she manages statewide partnerships with the South Carolina Department of Education, school districts, and public charter schools. Andrea has experience as a consultant... Read More →

Tuesday December 10, 2024 11:00am - 12:00pm MST
Sierra Ballroom 2

Classroom

11:00am MST

Classroom 9: The Anatomy of a Sales Victory: A CSI Approach to Scaling Regional Wins

Tuesday December 10, 2024 11:00am - 12:00pm MST

Sierra Ballroom 3

Audience: Partnerships

Theme: Scaling Excellence

1. STUDY & SOLVE - Acting as an individual or in small groups, attendees will choose a sales win from the year and build a “case file.” They will be asked to create an Ideal Customer Profile (no victims here!), identify any Suspects (competitors), discuss the Motives (drivers for decision-making), and trace their customer-journey Clues (data, market research, customer feedback, etc.) At the end, we will have a series of case files that outline successful sales wins from across the country.
2. SCALE - After completing the Study in Wins, attendees will switch to creating a “spree of sales” across the territory. Teams will work together to outline an action plan to replicate the successful strategies in future cases. They will be encouraged to think like detectives to learn and improve their skills.
3. APPLY - Learners will come away with a better understanding of how to analyze a win to make repeatable, scalable actions. They will be asked to reflect on a strategy they will take away and apply from the lesson.

Speakers

Erica Cotto Kovacevic

Manager, Teaching and Learning

Judson Aungst

Vice President

Amy Davis

Director, Regional Marketing and Events

Tuesday December 10, 2024 11:00am - 12:00pm MST
Sierra Ballroom 3

Classroom

1:00pm MST

Classroom 1: Navigating Relationships from CAO and Superintendent to Teachers and Board Members

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Eucalyptus

Theme: Cross-Selling and Expanding Relationships

1. Develop Strategic Relationship-Building Skills: Learn techniques to cultivate productive relationships with key decision-makers at all levels, from Superintendents to teachers.
2. Identify Cross-Selling Opportunities: Explore strategies for recognizing and leveraging cross-selling opportunities.

Host

Micaela Perez-Ferrero

Manager, Teaching & Learning

Speakers

Drew Cavanagh

Director Florida Partnerships

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Eucalyptus

Classroom

1:00pm MST

Classroom 2: Team Up: Smartly Supporting Bookbag Partners

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Honeysuckle

Theme: Positioning and Product Messaging

1. Proactively include PSM/PM in partner communications across all bookbag needs
2. Effectively share the One Book Bag Story when meeting with partners
3. Helping partners build the one team mentality
4.Effectively build a relationship with Partners across multiple department resource leads

Host

Eileen Cannon

Director, Teaching & Learning

Speakers

Christian Avalos

Manager, Partner Success

Pam Inabinnett

Director, Partner Success SE

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Honeysuckle

Classroom

1:00pm MST

Classroom 3: Powerful Prospecting: Standing Out in a Crowded and Complicated Market

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Acacia

Host

Eric Friberg

Manager, Teaching and Learning

Speakers

Jordan Devore

Account Executive

Melissa Pollion

Account Manager - Inside Sales

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Acacia

Classroom

1:00pm MST

Classroom 4: 2025 Trends: Hot Topics in Literacy

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Bougainvillea

Host

Melissa Hampton

Senior Director, Teaching and Learning

Speakers

Dr. Karen Beerer

Consultant, K-12

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Bougainvillea

Classroom

1:00pm MST

Classroom 5: Role-ing Together: Building Successful Partnerships Through Strong Collaboration

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Copperwood

Host

Martell King

Senior Global Sales Enablement Manager

Speakers

Hayden Johnston

Senior Manager, Partner Success

Kyle Talavera

K-12 Partnership Manager

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Copperwood

Classroom

1:00pm MST

Classroom 6: Relationship Roadmap: Navigating the Partner Journey Through Cross-Functional Collaboration

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Desert Willow

Host

Desiree Sasko Sujoy

Senior Director, Teaching & Learning Team

Speakers

Renee Cartier

Senior Director, Statewide and Strategic Partnerships

Sarah Johangiry

Director, Statewide and Strategic Partnerships

Emily Parrish

Manager, Regional Marketing

Toni Robinson

Senior Manager, Statewide & Strategic Partnerships - Arizona

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Desert Willow

Classroom

1:00pm MST

Classroom 7: Choosing the Right Path by Product in Our Data Journey Story

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Sierra Ballroom 1

Host

Brad Fountain

Senior Director Teaching and Learning

Speakers

Amber Caldwell

Senior Director, Sales Enablement

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Sierra Ballroom 1

Classroom

1:00pm MST

Classroom 8: Elevate, Celebrate, and Strengthen Partnerships through the Power of the DEN

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Sierra Ballroom 2

Host

Marisa Flores

Senior Global Sales Enablement Manager

Speakers

Andrea Lance

Senior Manager, Statewide and Strategic Partnerships

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Sierra Ballroom 2

Classroom

1:00pm MST

Classroom 9: The Anatomy of a Sales Victory: A CSI Approach to Scaling Regional Wins

Tuesday December 10, 2024 1:00pm - 2:00pm MST

Sierra Ballroom 3

Host

Erica Cotto Kovacevic

Manager, Teaching and Learning

Speakers

Judson Aungst

Vice President

Amy Davis

Director, Regional Marketing and Events

Tuesday December 10, 2024 1:00pm - 2:00pm MST
Sierra Ballroom 3

Classroom

2:15pm MST

Classroom 1: Transforming Mindsets: From Task Isolation to Holistic Partnership in Customer Engagement

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Eucalyptus

Audience: Partnerships & Partner Success

Theme: Cross-Functional Collaboration

1. Foster a Collaborative Culture: Learn strategies to encourage a shift from task-oriented thinking to a holistic approach that prioritizes teamwork and shared objectives in customer engagement.
2. Enhance Communication Skills: Develop effective communication techniques that promote collaboration and support among team members and partners, leading to stronger relationships.
3. Implement Holistic Support Frameworks: Explore frameworks for providing comprehensive support to customers and partners, ensuring all aspects of their needs are addressed throughout the engagement process.

Host

Micaela Perez-Ferrero

Manager, Teaching & Learning

Speakers

Katie House

Senior Manager, Education Partnerships

Discovery Education inspires educators to go beyond traditional learning with award-winning digital content and professional development. Learn more today!

Nicky Szczur

Manager, Partner Success

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Eucalyptus

Classroom

2:15pm MST

Classroom 2: The Art of Relationship Selling: Connecting Partners to Prospects

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Honeysuckle

Audience: Partnerships

Theme: Cross-Selling and Expanding Relationships

1. Master the Dance of Relationship Selling: Explore the balance of art and science in relationship selling, merging emotional intelligence with data to forge meaningful connections.
2. Craft Your Relationship Toolkit: Discover innovative strategies to build authentic bonds with partners and prospects, transforming interactions into powerful alliances.
3. Unlock the Power of Connection: Leverage the value of linking prospects and partners, navigating the steps to facilitate lasting collaboration and mutual success.

Host

Melissa Hampton

Senior Director, Teaching and Learning

Speakers

John David Son

Regional Vice President, Sales

Lindsey Hackbarth

Director, Educational Partnerships

Partnering with passionate Ohio educators on equitable learning experiences to engage ALL students through the powerful solutions in the expanded Discovery Education + DreamBox Learning "bookbag" of solutions supporting all core 4 subject areas.

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Honeysuckle

Classroom

2:15pm MST

Classroom 3: Social Media Magic: Crafting Stronger Partnerships One Post at a Time!

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Acacia

Audience: Partner Success

Theme: Scaling Excellence

1. Participants will learn how to leverage different Social Media Platforms.
2. Participants will learn how to build a network and best practices for how/when to post.
3. Participants will learn about resources to help make social media post standout (sprout social, AI, etc)

Host

Martell King

Senior Global Sales Enablement Manager

Speakers

Christa Robles

Partnerships Manager, Mid-Atlantic

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Acacia

Classroom

2:15pm MST

Classroom 4: Keeping Churn in Check: Turning Fall Symptoms into Spring Successes

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Bougainvillea

Audience: Partnerships & Partner Success

Theme: Customer Lifecycle

1. Identify early indicators of risk, particularly in the context of the academic year and business cycle
2. Employ collaboration strategies among PM, PSM, and partner contacts to better understand risk factors and support the partner to get back on track

Host

Eileen Cannon

Director, Teaching & Learning

Speakers

Parisa Moradi

Regional Vice President, California

Stacey Ridgeway

Director, Partner Success

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Bougainvillea

Classroom

2:15pm MST

Classroom 5: Sell Like Michael Scott: The Art of Needs-Driven Messaging

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Copperwood

Audience: Partnerships & Partner Success

Theme: Positioning and Product Messaging

1. Learn to how dive deep into researching the needs of a potential partner.
2. Develop actionable items to build connections within districts.
3. Bringing a customized approach to the meeting/discussion with and action plan and timeline.
4. How to maintain the relationship throughout the process.
5. Learn best practices for internal collaboration.

Host

Brad Fountain

Senior Director Teaching and Learning

Speakers

Marissa Geyer

Manager, Educational Partnerships

Will be featured as a vendor in our vendor hall.Discovery Education is committed to nurturing the curiosity of every student, every educator, in every classroom. Our engaging, effective, and easy-to-use solutions help every school district accelerate student growth, scale teacher impact, and motivate learning every day. Industry-leading educational content, digital-first curriculum, personalized learning programs, and time-saving instructional tools enhance teaching and learning across core subj... Read More →

Lyndley McNabb

Partnerships Manager

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Copperwood

Classroom

2:15pm MST

Classroom 6: Questioning techniques and communication best practices

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Desert Willow

Audience: Partnerships & Partner Success

Theme: Scaling Excellence

1. Effective Meeting Preperation: Partnerships will be able to prepare for a meeting with data, details and ojectives by using our tech stack, thier own professional relationships, and the district websites.
2. Fostering Meaningful Engagment: Partnerships will be able to use a questioning framework and best practices to provide a solution for partners based on their needs to build the foundation to become a trusted partner.
3. Creating Intentional Next Steps: Partnerships will be able to establish next steps to progress the sales cycle and drive revenue.

Host

Marisa Flores

Senior Global Sales Enablement Manager

Speakers

Vicky Robl

Vice President, Sales - West

Alissa Parks

Director, Education Partnerships

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Desert Willow

Classroom

2:15pm MST

Classroom 7: Positioning Professional Learning to Fit Partner Needs

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Sierra Ballroom 1

Audience: Partner Success

Theme: Scaling Excellence

1. Positioning Value Add or Self Service PD as the Door Opener for PD Cross-Sell
2. Designing a PD Plan to Fit Current District Needs

Host

Erica Cotto Kovacevic

Manager, Teaching and Learning

Speakers

Tracy Hartnett

Senior Manager, Partner Success

Supporting educators with all things Discovery Education and DreamBox Learning

Avital Ornovitz

Director, Partner Success NY

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Sierra Ballroom 1

Classroom

2:15pm MST

Classroom 8: From Dust to Dollars: Breaking Through Budget Constraints

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Sierra Ballroom 2

Audience: Partnerships

Theme: Scaling Excellence

1. Explore innovative strategies and practical solutions for overcoming budget constraints to win with new partners and renewals.
2. Discover key levers, many unique to DE/DBL, to showcase our value.
3. Collaborate and scale these success stories throughout teams for 2025 and beyond.

Host

Desiree Sasko Sujoy

Senior Director, Teaching & Learning Team

Speakers

Nick Stutzman

Senior Educational Partnerships Manager

Jill Crider

Senior Manager, National Partnerships Inside Sales

Tuesday December 10, 2024 2:15pm - 3:15pm MST
Sierra Ballroom 2

Classroom

2:15pm MST

Classroom 9: The Door is Never Really Closed: Leveraging Collaborative Strategies to Expand Partnerships

Tuesday December 10, 2024 2:15pm - 3:15pm MST

Sierra Ballroom 3

Audience: Partnerships & Partner Success

Theme: Customer Lifecycle

1. Discover expansion strategies that can be stacked to carve out multiple paths to win within a district.
2. Gain confidence working cross-functionally and thinking outside-the-box when faced with the word "no.”
3. Develop and hone a consultative approach to expansion conversations, centered around active listening and strengthening relationships

Host

Classroom