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Adam
Hardy
SVP, Commercial Operations & Sales Enablement
EVERSANA
Adam improves revenue performance in complex pharma services organisations by aligning commercial systems, pricing, forecasting, pipeline generation, and go-to-market execution into a more coherent operating model. For over 17 years, Adam has worked across revenue operations and sales enablement, spanning pricing, proposals, CRM, forecasting, and go-to-market. His focus is aligning these into a coherent system that improves decision quality, strengthens sales effectiveness, and drives measurable commercial outcomes. At EVERSANA, Adam has led initiatives spanning CRM and forecasting redesign, pricing governance, and enterprise-scale bidding, directly contributing to multi-million-dollar business, a proposal success rate above 55%, and over $1B in successful bids.
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03 December 2025 11:00 - 11:30
You bought the tool. Now get your team to actually use it.
Half of all RevOps initiatives fail not because the technology was wrong, but because nobody changed how they worked. This session tackles the adoption problem directly: why reps resist new tools, what makes change stick, and how to build a culture where good process becomes the default. Whether you're mid-rollout or planning your next one, you'll leave with an approach you can put to work straight away. You'll learn: - Why the tools that get used aren't always the best ones and what that tells you about how to run your next rollout - The three moments in a rollout where adoption is won or lost - A change management framework built for revenue teams, not HR departments
03 December 2025 11:30 - 12:00
Your revenue engine is a system. Stop managing it like it Isn't.
Marketing hands off to sales. Sales hands off to CS. And somewhere in between, deals slow down, data breaks, and nobody owns the gap. This session walks you through the revenue engine as an interconnected system - where friction hides, what to track at each handoff, and how to design for the whole customer journey rather than just your piece of it. You'll leave with a practical lens for diagnosing where your engine is leaking and where to focus first. Discover: - How to map your revenue engine and find the handoffs that are costing you deals - The signals that tell you your system has a design problem, not a people problem - What it actually looks like to redesign for the whole journey - the decisions, the trade-offs, and what changes first